mmissions and bonuses for partner

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sellers that align with industry norms (commonly 10-40%) and factor these into overall revenue expectations. Also — and this is key — do not promise partner sellers higher commissions or bonuses than those offered to your own sales teams. If you do, you may find your internal sellers disincentivized to sell, undercutting your sales efforts.

5. Develop clear onboarding and training for partners.
An effective onboarding program is intuitive, accessible, and comprehensive. Provide demos for each product your partner is selling, easy-to-digest and up-to-date reference materials on key product features, customer case studies that show your product or service in real-life scenarios, FAQs that cover questions and objectionsOpens in a new window commonly surfaced during sales conversations, and sales processOpens in a new window specifics — like common stages and exit criteria for each stage. Also, provide contacts at your company if partner sellers have any questions.

6. Keep a pulse on partner performance.
Track performance on a regular basis — at least quarterly — and america phone number list revisit your training to ensure reps have the skills and information they need to hit KPIs. I recommend checking in with partners informally every week just to make sure things are going smoothly.

7. Communicate product updates and strategy shifts quickly.
Make it a point to keep partners informed about product updates, marketing strategy changes, and other relevant product or sales-related information that can affect their performance. A good rule of thumb: If your inside sales team is briefed on something, your partners should be, too.

How to choose the right PRM tool: features to look for
I’ve known many businesses that attempt to manage partner sellers in spreadsheets. It never works — spreadsheets are hard to update and they don’t really offer “at a glance” performance statuses the way an effective PRM tool does. If you want to make your partner selling successful, look for a high-performing tool that combines onboarding, real-time tracking, and selling features in one platform. Here’s what to look for.