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How to Train Distributors

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Not only does knowing your products help distributors market, it gives them the confidence to do so. When they understand products better than the competition, that knowledge is what distributors fall back on when selling.

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How to Train Distributors

  1. 1. HOW TO TRAIN YOUR DISTRIBUTORS Learn how to train distributors the right way.
  2. 2. 20K If channel partners don’t know your product, they can’t sell it. Not only does knowing your products help distributors market, it gives them the confidence to do so. When they understand products better than the competition, that knowledge is what distributors fall back on when selling.
  3. 3. Don’t expect them to catch up on their own, or that things will change magically. Your company is the expert in the products and services you sell – not your partners. Invest time and resources into your channel partners so that they, too, can be product experts – especially online. To get partners in the routine, encourage them to:
  4. 4. • Go online where they can engage the growing millennial workforce in the places they frequent before making crucial buying decisions (Facebook, LinkedIn, etc). • Automate these end-customer communications, social posts and content with automated engagement marketing.
  5. 5. Channel sales reps need training that matches their on-the-go lifestyle. With a mobile app, it doesn’t matter where salespeople are. They can brush up on product knowledge in a client’s lobby minutes before a meeting or during a brisk walk to their car. Use personalized mobile technology to drive revenue and incent distributors
  6. 6. Develop the training mobile app with channel partners in mind. Here’s how: • Reward distributors for filling out surveys about their current technical, product and sales skills. • Collect that data and analyze it. What are partners missing? What would they like to see? • Fortify the mobile app with courses, videos, sales sheets, best practices and more.
  7. 7. Distributors are busy and have many partners, priorities, goals and needs. How can you get their attention and keep it? Show them that you’re in it to win it with a high impact incentive rewards program that awards them for completing training, surveys and beating sales goals.
  8. 8. Start by placing your channel partners in tiered, but unlockable “levels” using the 20-60-20 theory: • The top-tier (those with the biggest contract) should receive the most exclusive incentive rewards.This inspires mid-tier partners to step up sales volume. • The mid-tier: This group has the most potential to improve. Incent them with training and sales performance-based rewards to influence sales motivation. • Laggard partners: These partners are motivated with “low hanging fruit” rewards such as gift cards and points toward downloadable content (i.e. movies). Continuously analyze and report on incentive program successes with a robust data collection platform that presents a 360 view of the program’s achievements.
  9. 9. “Driving sales revenue while attracting the top-performing channel partners – and keeping them engaged – is essential not only to success, but survival. ” - Revitas , “Accelerating Revenue Through Channels: Eight Best Practices”
  10. 10. Incorporate more ongoing training, mobile ready service, and incentives when it comes to your channel partner training. 2299 Perimeter Park Drive, #150 Atlanta, GA 30341 1.866.567.7432 www.incentivesolutions.com

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