Channel Sales: Manage Dealers, Distributors and Franchises
Channel, Distributor & Franchise Management: leave with a channel scorecard, margin and incentive structure and a conflict-handling rule set.
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Learn this topic with a mentor
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- Bring your own work — code, campaign, report or plan
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- Time, format and fee confirmed by email first
What this session would cover
Proposed outline — the mentor finalises the agenda once this topic is scheduled.
- 1Why channel, distributor & franchise management matters — the common problem: Channel partners perform unevenly and nobody knows which ones deserve more support.
- 2Core concepts in plain language: Channel strategy, channel recruitment, dealer networks, distributor management, reseller programs, channel onboarding
- 3Going further: channel training, partner incentives, channel margins, channel conflict, distributor stock planning, territory allocation
- 4Framework walkthrough: BANT, SPIN Selling, MEDDIC, Challenger Sale
- 5Practical workflow, built live: A channel scorecard, margin and incentive structure and a conflict-handling rule set.
- 6How to measure it: Quota attainment, Win rate, Pipeline coverage, Sales cycle, Average deal size, Forecast accuracy
- 7An illustrative case (a fictional example, not a client result), then live Q&A on your own situation
Who it's for
- • Sales executives and managers
- • Founders who sell
- • Business development and account teams
You'd leave with
- A channel scorecard, margin and incentive structure and a conflict-handling rule set.
- A working understanding of BANT and SPIN Selling
- A short list of measures to track: Quota attainment, Win rate, Pipeline coverage
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