Your channel sales partners are an extension of your in-house team – so why aren’t your enablement strategies reaching them?
Too often channel reps aren’t held to the same standards of readiness, or receive the same treatment, as their direct sales force. Talent optimization is difficult in the channel – and when channel reps don’t have your company top of mind, they’re less likely to sell your product.
“You can’t look at enablement as a ‘one and done’ event,” Jim Ninivaggi, Brainshark SVP of Strategic Partnership says in this video. “With channel sales enablement you need to be there continually. Yes, you want to be there in the beginning to onboard them, and help them get started, but then you need to be there constantly top of mind, so you’re providing enablement that your competitors aren’t.”
Related Download: 4 Ways to Keep Your Channel Sales Force Prepared
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