52 Ways to Engage Your channel

2,185 views

Published on

If you aren’t connecting with your channel sales reps on a weekly basis, you’re likely not a priority for them. Even without a huge budget or hours of extra time, there are simple things you can do to stay top-of-mind. Choose to do something from this list once a week to get attention, show appreciation or reward results.

Published in: Business

52 Ways to Engage Your channel

  1. 1. 52 WAYSto ENGAGEyour CHANNELAustralia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  2. 2. If you aren’t connecting with your channel sales reps on a weekly basis, you’re likely not a priority for them. 52 WAYSto ENGAGEyour CHANNEL Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  3. 3. Even without huge budgets or hours of extra time, there are simple things you can do to stay top-of-mind. If you aren’t connecting with your channel sales reps on a weekly basis, you’re likely not a priority for them. 52 WAYSto ENGAGEyour CHANNEL Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  4. 4. Get attention, show appreciation or reward results using these 52 ways to engage your channel. Best Practices 1. 2. 3. 4. 5. key info Hello Joe! Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  5. 5. Send a “thank you” for a great year. 52 WAYS Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  6. 6. Give them weekly tips to help sell your products. 52 WAYS Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  7. 7. Hold a recognition event at their location to celebrate top performers. 52 WAYS Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  8. 8. Invite them to dinner to thank them and share your future plans. 52 WAYS Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  9. 9. Reward them with funny money and hold an auction for small and large prizes. 52 WAYS Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  10. 10. Ask for their opinion on how to improve your products. 52 WAYS Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  11. 11. Invite your best partners to run through a warehouse filled with rewards. 52 WAYS Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  12. 12. Summarize key information into a pocket guide or laminated card. 52 WAYS key info Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  13. 13. Write a news story about their awesome performance and post it to your dealer communications portal. 52 WAYS Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  14. 14. Don’t have a dealer communications portal? Better make one! 52 WAYS Dealer communications portal Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  15. 15. To explore more ways of engaging your channel to keep your brand top of mind, download the full poster here. Australia | Canada | China | India | Latin America | Singapore | United Kingdom | United States ©BI WORLDWIDE™ 2015 Have a cup of coffee with them and ask for their ideas. 16 Send them a swag bag filled with stuff they can use - or wear - that has your logo on it. 44 Share everyday tips and tricks that could improve their process. 51 hashtag about #mycompany. 14 Put together an innovation challenge and then award them for the best ideas. 20 Invite your top partners to ameeting of the minds in a resort location. 15 Determine the leading indicators of top performance and then rewardfor demonstrating those behaviors that lead to top-line results. 21 Help them recognize and reward others who contribute to their success. 22 Reward them with a team lunch to celebrate “Most Improved” performance. 24 Have them compete head-to-head with other sales reps to sell your most profitable product. 17 Help them become better leaders by sharing industry insights and your company’s vision. 18 Develop engaging and informative content that helps them connect with customers. 30 Create a game that helps them learn. 19 31Teach them how big data can help them grow their business. (And when you do, can you explain it to the rest of us too?) Help them find new, high-value customers through analysis. 28Find ways to give them more family time. 25 Have the president of your company visit their location. 26 Take them on the trip of a lifetime. 23 Throw their names in a (virtual or literal) hat and give away incredible prizes to the winners. 32 Make it easy for them to hold a customer appreciation event at their location. 29 Call them by name when you see them. 34 Hello Joe! Create a virtual wall of fame and share it with everyone. 36 Teach them using small, bite-sized learning snacks rather than overly long and boring training events. 37 Offer the chance to win a trip to your headquarters. 38 Ask for nominations and name a Rookie of the Year. 33 Reward your best partners with an experience they will never forget. www.1000places.com 41 Pick up the phone and call them to check in. 42 Compare yourself to your competition and show them where you stand out. 40 Publish a leaderboard of top sales reps and share where they stand in relation to top and average sales performance. 35 1. 2. 3. LeaderBoard Reward them for sending in awesome photos of your product being displayed. 45Get involved in their community or with a cause they appreciate. 43 Buy them a beer. 52 Create a Guinness Book of World Records event that they can be a part of. 49 Let them set their own goals, publicize their progress toward that goal and watch them outperofrm your highest expectations. 48Sponsor a TED-style talk for your business partners. 47 Hire mystery- shoppers to go to their location and see what a customer experiences. Share the results and talk about what they’re doing well and what they could improve. 46 To learn more about how BI WORLDWIDE can help engage and motivate your sales and channel reps, visit: BI WORLDWIDE.com or email info@BI WORLDWIDE.com. Host an event to allow them to experience your product as a customer would, then ask for feedback. 39 Customer Experience Day Help them accomplish something on their bucket list. 50 Work with them to identify who their best customers are,then help them go after those customers. 27 If you aren’t connecting with your channel sales reps on a weeklybasis, you’re likely not a priority for them. Even without a hugebudget or hours of extra time, there are simple things you cando to stay top-of-mind. Choose to do something from this list oncea week to get attention, show appreciation or reward results. 10Put together a list of best practices and share a few each week. Best Practices 1. 2. 3. 4. 5. 1Send a “thank you” for a great year. Invite them to dinner to thank them and share your future plans. 4 7Invite your best partners to run through a warehouse packed with merchandise rewards. Write a news story about their awesome performance and post it to your dealercommunications portal. 8 52 WAYSto ENGAGEyour CHANNEL Hold a recognition event at their location to celebrate top performers. 3 Hold a competition to see who demonstrates your product the best. 11 Have a cup of coffee with them and ask for their ideas. 16 Reward them with funny money and hold an auction for small and large prizes. 5 Find out what the word on the street is and share it with everyone. 13Summarize key information into a pocket guide or laminated card. 12 key info Start a Twitter hashtag about #mycompany. 14 Put together an innovation challenge and then award them for the best ideas. 20 Invite your top partners to ameeting of the minds in a resort location. 15 Determine the leading indicators of top performance and then rewardfor demonstrating those behaviors that lead to top-line results. 21 9 Don’t have a dealer communications portal? Better make one! Help them recognize and reward others who contribute to their success. 22 Reward them with a team lunch to celebrate “Most Improved” performance. 24 Have them compete head-to-head with other sales reps to sell your most profitable product. 17 Help them become better leaders by sharing industry insights and your company’s vision. 18 Develop engaging and informative content that helps them connect with customers. 30 Create a game that helps them learn. 19 31Teach them how big data can help them grow their business. (And when you do, can you explain it to the rest of us too?) Help them find new, high-value customers through analysis. 28 Give them weekly tips to help sell your products. 2 Find ways to give them more family time. 25 Have the president of your company visit their location. 26 Take them on the trip of a lifetime. 23 Throw their names in a (virtual or literal) hat and give away incredible prizes to the winners. 32 Make it easy for them to hold a customer appreciation event at their location. 29 34 Hello Joe Create a virtual wall of fame and 36 Teach them using small, bite-sized learning snacks rather than overly 37 Ask for nominations and name a Rookie of the Year. 33 Publish a leaderboard of top sales reps and share where they stand in relation to top and 35 1. 2. 3. LeaderBoard Ask for their opinion on how to improve your products. 6 Work with them to identify who their best customers are,then help them go after those customers. 27 Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com
  16. 16. BI WORLDWIDE uses the principles of behavioral economics to produce measurable results for our clients by driving and sustaining engagement with their employees, channel partners and customers. Follow us... Australia | Canada | China | India | LATAM | Singapore | UK | US | BIWORLDWIDE.com

×