I was working with some super Grads from Renold last week in Hannover. We were studying the challenges of selling to ( En d Users and OEMs) and selling through distributors.
They ispired me to write a short post on Delegated Selling:
Motivating your Channel Partners and their Staff. Here are some thoughts-
|At the Mercure Hannover City Centre. |
we took advantage of their pin board system
for a 'brainstorm' on the differences of selling to and selling through
The only way you can get them to sell more of your product is by motivating them. This is one of the main differences between direct and channel partner sales, and one of the most challenging aspects of the job.
You are asked to manage a group of people (Channel Partner Principals) who by their very nature have decided that they do not want to work for anyone else. In addition you have to influence their sales force and support staff, who do not report direct to you, and who may even resent your presence in their customers.
What are our most basic needs? Food, drink, warmth, clothing: These are all PHYSICAL/Physiological needs, the most basic of all motivators, which, if you do not have them assume the greatest priority.
It is important to stress that as conditions change so do our priorities and consequently our prime motivators.
|Your role as a a Channel Partner manager |
is in the shadows not in direct control
After we have done this our next priority need is likely to be part of the community, i.e. SOCIAL AND BELONGING (Companionship)
Humans are not solitary animals, and they need others of the same species to relate to. However, we do not treat everyone as an equal because we are looking for RECOGNITION and STATUS as a leader. So this is the next step on our ladder of priority needs.
The difference between RECOGNITION/STATUS and ACHIEVEMENT/FULFILMENT is that the former is what we look for from other people, while the latter we feel within ourselves.
We know that we are looking at motivating our Channel Partners in the business scenario but need to remember that within their social and domestic lives they may have different priorities.