One of the most common issues suppliers have with their distributors and other indirect sales channel partners is maintaining their level of engagement and interest. Getting the attention -- at least initially -- seems easier. Yet as time goes along, interest seems to wander. We’ve all seen it… from missed product launch dates to missed sales targets, interest has a tendency to fall by the wayside.
So where do you go from there? Well, a key part of the solution is a carefully-constructed onboarding process. Onboarding is the structured process of engaging your distributors, establishing expectations, and providing them with a carefully scripted blueprint for sustained success. Good onboarding is far more than product training and a “meet and greet” after all.
Effective onboarding requires time and resources to create and implement. But the benefits are enormous – so large that your organization cannot afford NOT to make the investment if you’re serious about getting great channel sales results.
Here are our Top 6 Reasons why you should create and deploy a good partner onboarding program:
- Decreases your distributors’ need for ad hoc support, freeing up your time and resources throughout the relationship
- Enables your partners to sell your products/services better and faster, armed with all the tools and information they need
- Establishes a cadence of expectations, communication, and accountability, which in turn creates a high level of community and trust
- Maximizes engagement from the outset; once lost, partner focus takes a lot of work to get back
- Increases the likelihood of a longer and more successful relationship, minimizing the need to invest in partner termination and finding new partners
- Provides consistent, timely, and shareable training, getting new hires and all key team members efficiently up to speed
Join our free upcoming webinar “Onboarding: Keeping Your Distributors/Channel Partners Focused on Your Offerings” to learn more about why good onboarding is so important, and learn tips on how to structure your program.