> Channel Sales Development

 

"ROI, ROA, indeed all key corporate measures require a mix of sales channels to be maximized."

 

Channel Sales Programs

Successful Channel Programs must be well-planned before implementing. This “Readiness” is the first of three phases followed by The Brasket Group when building distribution or agency programs for its Clients:

1) Internal Readiness
2) Recruitment
3) Sell-thru Execution & Management

Having recruited hundreds of channel partners in over thirty-five countries, the Brasket Group can design, execute, and manage the roadmap to Channel success.

Please contact us for an evaluation of your channel potential.
 

Are you ready?
Here's a sample of our Readiness checklist when building channels for our clients:

Strategic:
Review Client’s sales plan to ensure Channel fit
Determine type of Channels to be pursued
Determine Channel Revenue & Contribution Margin Expectations/Timeline
Confirm operating requirements ultimately required to manage Channel Program
Review key rules of engagement to ensure alignment with current sales operations

Product Positioning & Messaging:
Gather and review the Competitive product positioning & messaging
Review Channel sales programs for Competitive offerings
Develop with Client Marketing messaging targeted at Channel Recruitment.
Build and launch Survey of potential Channel targets for reaction to Offering, Positioning, and Channel Program variables

Channel Recruitment Readiness:
Confirm goals and set success criteria for Channel Recruitment.
Profile and identify sales resources needed for the Channel Program.

Build “Channel Partners” micro-site inclusive of messaging and channel program elements; purpose of the micro-site is to:

  • Generate interest in the Offerings;
  • Recruit Channel Partners to the program with tailored call-to-action
  • Offer landing spot for broader prospect interaction via email or direct mail messaging campaign
Create “Channel Partner Priority List” of ideal Channel prospects based on Strategic Readiness profile.
License and set up sales force automation (SFA) function for the project, including reporting and admin functions.
Acquire/import a minimum of Channel Partner prospects into the SFA, including the Priority List prospects.
Ensure Data integrity , lead definition, and opportunity classifications.
Set weekly and monthly objectives to ensure plan is tracking.
Develop scripts, tools, spec sheets and key selling points for the Offering.
Solidify strategic sales approach, value proposition, and Recruitment campaign.
Train the Recruitment sales team.


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Pilot Sales Programs:
Expectations and Results
 
"Brasket Group produced
great results without
distracting management -
exactly what we expected
in an revenue
outsource partner."
- CEO, Brasket Group Client
   © Copyright 2005 Brasket Group, Inc.                Tel:612-605-1228  
action@brasketgroup.com