Each year, a vast amount of training dollars are spent across every industry to make sure sales reps have the product knowledge, sales skills, and proper processes they need to succeed. Whether it’s your job to train or enable an in-house sales force, a collection of regional sales affiliates in various countries, or a network of channel partners, I salute you. It’s not an easy job.
Internal sales teams require you to provide all of the skill development and coaching they need and make sure they are up to speed on new products. Regional affiliates each have their own preferred methods for handling training. So business units must provide product training that is easy to update and localize as needed.
Channel distributors are a different story entirely. The challenge is one part training, one part marketing. How do you improve your company’s standing in the minds of distributors? Most importantly, how do you maximize mindshare so distributors pull your product off the shelf instead of a competitor’s product? Do they know which products to sell to their different customer types?
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