Managing Channel Partners

Motivate your distributor channels to promote your business profitability

Business benefit

Selling through a team or an organisation that is not directly under your control presents special challenges.  Learn how to train and motivate your channels to achieve outstanding results by setting performance standards and monitoring results.  Whether you are newly appointed or experienced, this very practical programme gives a wealth of ideas for achieving company targets.  Case studies, input sessions, skill practice, questionnaires and a unique ‘computer-generated’ simulation exercise combine to provide a stimulating and enjoyable two days.

Target audience

Experienced, newly appointed and potential export/channel managers, as well as more senior sales executives seeking an in-depth appreciation of channel management will benefit from attending.

High spots

·       Some courses tell you ‘what’ to do – this very practical programme shows you ‘how’ to do it and that’s what delegates find so valuable in the development of their channel partners

·       Business planning skills that provide an effective structure around the channel partner to achieve results

Key learning points & outcomes

You will leave the course able to:

  • Assess your own selling style and adapt it to suit your customers, in line with TACK’s research into buyers’ likes and dislikes when dealing with salespeople
  • Apply a proven sales structure and process during every future sales scenario
  • Sell by setting clear objectives
  • Gain and retain your customers’ attention
  • Research and target the right prospects and customers to generate the best results
  • Apply the concept of YOU Appeal® ensuring the customer is your focus at all times during the sales process
  • Ask value driven questions to fully understand your customers’ needs
  • Motivate customers by applying TACK’s Offer Analysis© technique
  • Respond to and manage objections confidently and professionally
  • Deploy key strategies for winning business and gaining customer commitment
  • Keep developing your client relationships for long term and profitable business


·       “A course that was totally relevant to my daily work”.

·       “The templates for implementing agreed actions will be the most useful.  Thanks.”