Partner Manager Resource Center

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Coaching Partners To Results - CPR (2 days)

 

Coaching Partners To Results is a two day hands-on workshop that equips vendor partner-facing people with the performance coaching skills and knowledge they need to drive productive activity with and through partners.

CPR is suitable for Channel Sales, Territory Sales, Marketing and other roles where success depends upon highly performing channels and alliances. Participants role play step-by-step practical ways of bringing about the partner activity needed to resolve current and pressing issues, and taking advantage of new opportunities.

This highly practical workshop combines the best with the best - the best understanding of how to resolve field issues and drive opportunities, with the highest level of partner commitment to execute.

Course Content

Coaching Partners To Results employs current and pressing partnering situations as the basis for all role-play activities and exercises.
A set of highly effective performance coaching models are applied in role-play activities as participants develop their skills to make the most of partnership opportunities, or overcome real-world obstacles to success.

  • Improving pipeline and demand generation
  • Increasing sales results
  • Business planning and forecasting
  • Improving partner sales capability
  • Working together more productively
  • Reviewing and winning key sales opportunities
  • Making better use of vendor programs and resources


Course Benefits

Channel Enablers’ Coaching Partners To Results workshop is unique. While many ‘coaching’ courses exist, this is the only program we know of that focuses on real-world partnering situations. Emails from past participants demonstrate that our real-world approach can be immediately applied in the field:

“I got a lot out of the course and have already applied the content to great effect both at work and at home! It has already proven particularly useful in resolving some tough situations in the field.”

“The feedback from the sessions has been fantastic.  The content certainly found the spot and I know the guys have already put it into practice.  As you know salespeople are more cynical than the general population and to get this level of enthusiasm is indeed rare.”

CRP offers significant competitive potential for forward-thinking vendors. Key business benefit outcomes include:

  • A more responsive and competitive channel - Partners who focus on executing the right actions, against the right priorities, at the right time. Partners who do what they can with what they have when it needs to be done.
  • Vendors as trusted advisers - This approach enables Channel Managers and other partner-facing professionals to bring significant business value to partners – without the need for 30 years of business experience. Performance coaching leads to higher degrees of trust and better business performance.
  • Faster partner enablement leading to higher profitability and willingness to invest. Partners who identify what they need to do to succeed and who have a high degree of commitment to rapidly address enablement issues, achieve return on investment more quickly, are less dependent on vendors, and are better able to invest and grow as the market opportunities grow..
  • Increased sales and profitability –Performance coaching between vendors and partners helps identify real priority issues, raise awareness and focus attention, generate practical solutions, and maximize partner ownership and commitment to execute. It therefore should not be surprising that  industry research clearly demonstrates the huge return on investment that flows from performance coaching.
  • Greater partner satisfaction – Partner satisfaction naturally flows from closer working relationships and improved business results; but on top of this - people like to be coached!
  • A highly differentiated approach - A chance to stand out from the vendor pack in the partner community by equipping field people to deal with real business issues and develop practical solutions.


Workshop Format and Media

Coaching Partners To Results can be conducted over two days or extended over two and a half days, and is a highly participative program.

  • Role-play and table team exercises are the majority of the course and are customized to focus on real-world situations through a series of pre-course interviews with key stakeholders
  • A brief pre-reading and pre-work assignment helps participants prepare and gain the most out of the workshop
  • Workbooks provide a lasting reference and include a set of tools that can be applied in the field

Class sizes are strictly limited to ensure quality. Maximum workshop size is eighteen participants.