Turn your partners into a predictable revenue channel
Training customized to your partner model, so your channel team can get more revenue from the partners you already have.
Channel Partner Management Training
Work Effectively With Channel Partners to Increase Revenue
CHANNEL PARTNER SALES TRAINING: Streamline processes and sell more effectively.
Recruit, onboard, develop, and manage your channel partners for mutual success.
If you are involved in channel sales, you know how important it is to work well with your channel partner network. Channel partners can help your team access new markets, customers, and opportunities. They can also provide them with valuable expertise and resources.
However, working with channel partners is not easy. Your team will need to understand their needs, motivations, and challenges. They also need to communicate, collaborate, and align with them effectively.
They need to manage and grow your channel partner relationships and performance. That’s why Channel Sales training is designed to teach your team the essential skills, tools, and best practices to become a successful channel partner manager.
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Why learn CHANNEL PARTNER MANAGEMENT techniques with SOCO®?
Channel partner management is the process of collaborating with other businesses to market and sell your products or services. It can help you expand your reach, increase your revenue, and enhance your customer satisfaction.
However, managing channel partners is not easy. It requires strategic planning, effective communication, and continuous improvement.
That’s why your team should learn channel partner management techniques with SOCO®. SOCO® is a leading provider of channel partner management training and consulting.
By learning channel partner management techniques, they will gain the skills and knowledge to create and maintain a successful channel partner program. They will also benefit from SOCO®’s extensive experience and network of channel experts. Whether your team is new to channel management or looking to improve their existing channel program, SOCO® can help you achieve your desired results.
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Best Training and Facilitation Skills
Why Companies Choose SOCO
SOCO is a multi-year winner of “Best Sales Training Provider” at the HR Vendors of the Year Awards. We bring our global training content right into your local market context to make sure it hits home with your team.
Here’s why teams choose to work with SOCO:Â
- Trusted: We have trained Over 50,000 Sales Reps
- Flexible: Every session fits your specific industry
- Modern: We show reps how AI fits into their existing sales process
- Thorough: Pre-Training Learning
- Interactive: Role Playing and Group Discussions
- Measurable Post-Training Evaluation
- Sustainable: Post-Training Reinforcement
Channel Partner Management Training
Learning Outcomes
Most channel teams spend their time supporting partners, yet they can’t say which ones are actually growing. This program gives your team a clear process for the full partner lifecycle, from choosing the right partners to planning growth with them and measuring the results. The four modules are customized to your industry and partner model, and skills are reinforced for three months after training so they become habits. By the end of the program, your team will be able to:
Build a channel strategy that targets the right partners
Set clear channel objectives and a value proposition partners will buy into. Define your ideal partner profile, assess your current partners for gaps, and build a recruitment plan to bring in the partners you’re missing.
Get new partners selling faster
Structure partner agreements that set clear expectations on both sides from day one. Then give partners the training, tools and resources they need to position and sell your solutions with confidence.
Grow revenue with each partner through joint planning
Build a joint business plan and a partner scorecard with each key partner. Keep both sides aligned on shared goals, and coach partners with regular feedback and support so plans turn into results.
Measure, reward and retain your best partners
Track the KPIs that show real partner performance, and design incentives and recognition that actually motivate partners. Learn to resolve channel conflict, including friction with your direct sales team, so your best partners stay loyal.
SIGNS YOUR TEAM NEEDS TO STREAMLINE CHANNEL PARTNER PROCESSES
- They are unsure how to find and attract the best channel partners for your business
- Spending too much time and resources on supporting your channel partners without seeing the desired results
- They are unsure how to motivate and incentivize your channel partners to sell your solutions
- Facing competition or friction from other channel partners or direct sales teams
- Unable to create and maintain a long-term and loyal relationship with your channel partners
Recognize any of these in your TEAM?
Tell us where your partners are stalling, and we’ll show you how the program would fix it for your team.
Who is CHANNEL PARTNER MANAGEMENT TRAINING for?
This training is for the people who drive revenue through indirect sales channels: channel and partner account managers, alliance managers, and channel sales leaders at manufacturers, distributors, resellers and service providers. Every program is customized to your partner model and delivered by local trainers who know your market.
Duration
1-3 Days In-Person Training Multiple 120 Minute VILT Sessions
For who
Channel account managers and partner account managers
Partner and alliance managers
Channel sales managers and directors
Sales leaders building or scaling a partner program
TRAINING METHODS
Live Workshop or
Virtual Instructor-Led Training or
Blended Learning
OPTIMIZE HOW YOUR GLOBAL TEAMS SELL
ONE SALES APPROACH. BORDERLESS SCALE.
At SOCO, we bring our sales training programs, trusted by leading companies globally, to local markets. We focus on implementing international strategies, customized for each market. This sharpens the daily performance of every sales rep, no matter their language or location.
Our success is driven by a team of SOCO Certified Sales Trainers around the world. With trainers in US, Canada, Singapore, UK, Australia, Thailand, Vietnam, Indonesia, Malaysia, Japan, Korea, the Philippines, and more, we deliver consistent, high-quality training in local languages and with cultural context.
Want these outcomes FOR YOUR CHANNEL TEAM?
Every module is customized to your industry, partner model and markets, so your team practises on situations they actually face.
WHAT OUR CLIENTS HAVE TO SAY ABOUT US
PRACTICAL TOOLS, MEASURABLE RETENTION
Integrating AI
Into Sales
We show your team how to use AI to save time on the busywork: research, follow-ups, prep, so they spend more time actually selling.
Certificates
of Completion
We provide graduates with certificates verifying mastery of our SOCO Selling methodologies.
Case Studies & Role Plays
We use real-world examples to help your team turn these ideas into daily sales habits.
Post Training Evaluation
After the workshop, we check on what your team learned and show you how to help them use their new skills.
Maximize Your ROI
We do a debrief with you after the training to share clear next steps so you get the absolute most value out of your investment.
CHANNEL PARTNER MANAGEMENT Training PROGRAM MATERIALS
INCLUDED TRAINING MATERIALS
All participants receive complete Channel Sales Training workbooks and post-training reinforcement content delivered over 3 months to maximize retention and implementation of new skills.
STREAMLINE PROCESSES AND SELL MORE EFFECTIVELY
Increase your sales revenue by working more effectively with your channel partners. Request a quote today and see how we can help you.
FREQUENTLY ASKED QUESTIONS (FAQ)
What is channel partner management training?
Channel partner management training teaches the people who manage indirect sales channels how to recruit the right partners, onboard and enable them, build joint business plans, and measure and reward partner performance. The goal is more revenue from your partner network, not just more partner activity.
Why is Channel Partner Management training important for your team?
Channel partners are a valuable asset for any sales organization. They can help you reach new markets, expand your customer base, and leverage their expertise and resources. However, managing channel partners is not the same as managing direct sales teams. You need to understand the different types of channel partners, their motivations, their challenges, and their expectations. You also need to establish clear and effective communication, collaboration, and alignment with your channel partners to ensure a win-win relationship.
What does the training cover?
The Channel Partner Management Sales Training course is divided into four modules, each covering a key aspect of channel partner management. The modules are:
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Module 1: Channel Partner Strategy
In this module, you will learn how to define your channel partner strategy, including your channel partner objectives, value proposition, target market, and partner profile. You will also learn how to conduct a channel partner assessment and gap analysis.
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Module 2: Channel Partner Onboarding and Enablement
In this module, you will learn how to onboard and enable your channel partners, including how to provide them with the necessary training, tools, and resources to sell your solutions. You will also learn how to create a channel partner agreement, and how to set up a channel partner portal and dashboard.
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Module 3: Channel Partner Development and Management
In this module, you will learn how to develop and manage your channel partners, including how to create a joint business plan and a partner scorecard. You will also learn how to communicate, collaborate, and align with your channel partners, and how to provide them with ongoing support, feedback, and coaching.
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Module 4: Channel Partner Performance and Rewards
In this module, you will learn how to measure and reward your channel partner performance, including how to define and track key performance indicators, and how to use incentives and recognition programs. You will also learn how to resolve channel conflicts and issues, and how to foster a long-term and loyal relationship with your channel partners.
How is the program customized to our partner model?
Before the training, we speak with your sales leaders to understand your partner types, markets and current challenges. We then adapt the examples, case studies and role plays to your industry and partner model, so your team practises on situations they actually face rather than generic scenarios.
How is the training delivered, and how long is it?
You can choose in-person workshops of one to three days, a series of two-hour live virtual sessions, or a blended mix of both.
How can I measure the impact of the training?
Track how your channel team’s partners perform before and after the program. Agree on a few KPIs up front, such as partner-sourced revenue, the number of active partners, partner pipeline, and time to first deal for new partners. You can also track the team’s own habits, such as how many key partners have a joint business plan and regular performance reviews. We run a post-training evaluation and a debrief with you on next steps.
How is pricing determined?
Pricing depends on the number of participants, the number of training days or sessions, the delivery format, the level of customization, and the location. Share your team size and goals, and we’ll recommend a program built around what your team needs to reach those goals.
Which countries/locations can you provide training for?
We are committed to serving clients around the world. Our training programs have been successfully delivered in various international locations including the United States, Canada, Australia, Europe, and all APAC countries.
Regardless of your organization's location, we can work with you to provide high-performance sales training solutions tailored to your specific needs and objectives. Our global reach ensures that businesses in different countries can benefit from our expertise in optimizing B2B sales teams.
Still have questions about the program?
Talk to our team about your partner network, timeline and budget.
