Learn How To Improve You Channel Sales

Companies using channel partners are constantly looking for procedures to strengthen their partners productivity and therefore the channel sales. It is a must in present day competitive market, where accelerated sales returns means a lot more revenue and profitability for companies. 
Computing Sales Output
So as to measure sales productivity, companies ought to consider a few of the following aspects:

• Lead generation
• Number of new customers acquired
• Number of pre-existing customers retained
• Actual sales versus target given
• Performance of each sales agent
• Complete sales cycle analysis

There will be a direct connection between these areas of functioning and companies that are successful. Therefore when considering channel sales, companies should determine and evaluate these parts of performance to find out how effective each channel partner is. The evaluation will give a company a better indication where channel partners need to improve. By understanding which channel partner is successful, the company can embrace the partner's best practices, so that others too can reap the benefits of it. It's understandable that when companies adopt best practices, they get better results. They greatly reduce their sales cycle time and ensure sales staff work to their optimum abilities. 
Inspiring Top Channel Sales Performers
It is essential that companies find out what inspires their top sales workers. Often companies associate motivation with compensation. However, leading channel sales performers are encouraged when they've access to clear and direct communication and have precise thought about the company's vision. When sales staff think that they're doing something useful and their efforts are making a difference, it will be motivation enough to perform better. The best performers succeed in a nurturing and also collaborative work environment and when a company provides this kind of environment, sales productivity will boost manifold. 
Engaging Channel Partners
If companies want their channel sales to improve, it is a must to engage channel partners. Companies should take break to handle partner's hiring and training systems. A business should value a channel partner that provides emphasis to training and even growth and development of their sales staff, because this will help the staff perform much better and be attuned to changing market conditions. In addition, channel partners must have a system to estimate and handle performance of sales personnel making efforts to bridge gaps in the sales cycle to increase the sales team's productivity. This can be done by simply adopting a channel partner relationship management system that addresses different practice areas, such as performance management, training, communication, marketing and collaboration. Such a system functions as a partner portal, which makes it easy for the company to communicate with its channel partners. 
Using Partner Portal
A company utilizing channel sales must have a partner portal at the core of their channel partner strategy. This lets all interactions to take place on a single platform. The Cloud-based partner portal ensures that sales staff can access tools and resources for more effective sales performance. Through adopting a partner portal during early stages of growth, a company conveys a note that it's interested in developing a collaborative partnership with its channel partners to ensure optimal channel sales productivity.