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The secret weapon to increase your channel sales


If you are planning on launching a new product or trying to re-establish an existing one through a sales channel, it is important to know whether the sales channel will pay attention to all the features and benefits of your new product.  

To make the most out of your product launch, it is important to combat any potential obstacles. This is where you bring in the secret weapon – your Sales Managers! All your problems will be solved when you hand the right tools to your sales managers, because they deliver the right message.

The most essential factor is to keep your sales managers engaged. We asked the channel reps if the sales manager is -

  • Supportive of channel sales reps?
  • Knowledgeable and passionate about the new product?
  • Effective at working with customers of channel sales reps?

Channel representatives are far more involved in a new product launch when they are working with an engaged sales manager. They are found to be happier about the product and look forward to opportunities where they meet new customers. They believe in the manufacturer and the product, seeing their own success in winning the program.

When channel representatives are dealing with a disengaged sales manager, they don’t feel like working with the manager and find him less helpful. They do not feel confident about product demonstrations and may also feel forced to take along a manager who hinders their ability to sell. It makes their job harder and can leave them concerned about the overall success.

How to engage your sales managers?

- Ask for their feedback

When you care about your sales managers, they will care about the message you want to propagate in the market.

- Use their feedback

When they give you feedback, tell them how you are using their input and show them any associated changes that are made. Once they are emotionally engaged in your product, they will become bigger advocates of your brand.

- Appreciate them

If your sales managers are doing an outstanding job with their channel reps, let them know. Recognize them and celebrate their efforts. On the other hand, if constructive criticism is required because they’re not engaging their channel reps, make sure you offer guidance and develop a plan to help them recover.

Now that you know the secret weapon for channel engagement, make sure you use it well and achieve the best possible results.



Learn more about The New Rules of Engagement.

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