4 steps to improve the performance of your indirect sales channel: planning, measuring progress, collaborate and get commitment, put it into practice (Business Relationship Management = BRM)

1. 4 STEPS TO IMPROVE THE
PERFORMANCE OF YOUR
INDIRECT SALES NETWORK

2. It’s all about getting commitment from your
partners. True collaboration starts with
a digital plan & regular follow-up.
Frie Pétré, CEO Howaboutsales
“
”

3. OVERVIEW
Planning
Measuring progress
Collaborate and get commitment
How to put it into practice (Business Relationship Management = BRM)
1
2
3
4
4 steps to improve the performance of your indirect sales
channel

4. “Corporate partnerships increase by 25% each year.
1/3 and more of many companies’ revenue come from
partners. However 60% and 70% of all partnerships
fail.”

5. 1 PLANNING

6. How Indirect Sales works
1. PLANNING
COMMERCIAL TEAM HQ
HQ
NETWORK OF INTERMEDIARIES
END CUSTOMER

7. 1. PLANNING
Make your long
term strategy
What objectives does your company have, what
goal do you want to reach on the long run?
Make your short
term strategy
What key results (activities, campaigns) will you try
to reach in your short term strategy?
Check your resource
allocation
What resources (time, people, budget, resource
availability) do you need to realise your strategy?

8. 2 MEASURING PROGRESS

9. 2. MEASURING PROGRESS
WHERE YOU LAND
YOUR GOAL

10. 2. MEASURING PROGRESS
Have a clear overview of the objectives, the key
results (OKR) and drivers on all levels of your
company.
Keep track of the past and measure the progress
of your planning for the future.
Make sure your key objectives and drivers
stay aligned with your long term goals: in the end
this is what you want to achieve.

11. 3 COLLABORATE AND
GET COMMITMENT

12. 3. COLLABORATE AND GET COMMITMENT
Keep an overview of the complex structure of your multi-level company
Create a win-win
situation: align your
needs to achieve your
common goals.
Ensure better guidance
and support based on
better alignment.
Get commitment from
your partners.

13. 3. COLLABORATE AND GET COMMITMENT
Collaborate internally between
sales management & sales team
and prepare the plans together.
Work on a joint business plan
together with your indirect
sales partners to reach long-
and short term goals.
Between Sales team
and their intermediaries
Internal
Collaboration
Keep an overview of the complex structure of your multi-level company

14. 4 PUT IT INTO PRACTICE

15. 4. PUT IT INTO PRACTICE
Use a BRM tool to digitalise, this will allow you to:
Strategise and align your
objectives, key results
and drivers in the hierarc-
hy of your company.
Have a clear overview of
the past, your current
progress and the future.
Build a closer relationship
with your intermediaries
on a joint platform for
business planning.
Measure &
Follow-up
Plan better Collaborate better

16. GO DIGITAL with
BRM software

17. www.howaboutsales.com
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