Sales Channel Strategy Review

Selecting the proper sales channel is a process of evaluating the benefits and costs of how each organization goes to market.  There are multiple options: export management companies, adding distributor sales partners, selling direct from HQ, hiring your own remote sales team or using any combination of the above for select markets.

A set of tools can be developed to weigh the merits of each option.  Some of the tools which I have developed are:
·         Evaluating costs vs. benefits of each option
·         Defining the Roles and Responsibilities of channel partners
·         Optimizing digital marketing tools to find customers in new markets
.         Developing competency profiles of prospective channel partners
·         Interviewing and selecting channel partners
·         On boarding and setting metrics for new channel partners
·         Negotiating channel partner manuals and business agreements

http://www.jimthomasintl.com/survey-for-channel-partner-effectiveness.html

Jim has provided manufacturing organizations individualized and regionalized scorecards of leading and lagging indicators to benchmark and improve relations with channel partners.  He has also developed review meeting templates to guide the review process.

Coaching and Mentoring
Managing salespeople remotely, third party overseas channel partners and subsidiary organizations is a difficult task.  It all starts with regular communications and cultural knowledge to get you closer to the front lines and reduce management surprises.

I have developed a set of tools to help manage remote employees/resources so that they can better manage themselves by utilizing:
·         Remote sales and subsidiary management programs
.         6-24 month on boarding personal development plans
·         7/30/90/180/360 day review and feedback mechanisms
·         Monthly balanced scorecard reports
·         Annual sales coverage plans
.         Global key account programs
.         Sales process diagrams for on boarding programs
·         Annual sales goal setting

This work can be done off site on off hours using various electronic tools and of course in field management support to optimize productivity.
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Insights Training with Mate Mexico Sales Team