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Territory and hybrid sales development and training programs

Channel Enablers’ territory and hybrid model sales training programs help client-facing vendor sales people acquire the right skills and processes to leverage partner capabilities.


Many vendors have a strong focus on medium enterprises and need their client-facing sales people to collaborate with partners to cover the opportunity. Such hybrid channel models can be more complex than purely direct or indirect approaches, but they can deliver huge benefits to vendors, partners and customers if they are designed, managed and implemented well.

Effective multi-channel ecosystems are built upon:

  • a high degree of trust
  • mutual understanding
  • joint planning
  • partner execution in the field
  • goal alignment and
  • consistency

Channel Enablers’ multi-channel sales training programs are designed to help vendor-client facing sales people:

  • understand
  • value
  • plan and
  • sell with partners for mutual success

Channel Leverage Program - CL is a workshop specifically created for client-facing sales people, who need to leverage partners to achieve greater success for themselves, their end-user customers and for their partners. CL is appropriate for large enterprise sales people and territory based sales - both can cover more of the market opportunity by effectively engaging with partners.

Channel Success Essentials – CSE is a kind of ‘customized channels boot camp’, suitable for all members of a vendor’s team who may interact with partners or be affected by partnering activity. CSE lays the foundation of language, process and channel understanding, upon which organization-wide partnering success is based.

Coaching Partners To Results - CPR is a hands-on performance coaching workshop for all roles whose success depends upon working with or through high performance channels. CPR equips people with the performance coaching skills and knowledge they need to drive productive activity in the field. 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.

Effective Partner Planning – EPP guides the creation of partnership plans to focus limited resources on areas of highest business return to both parties. More than a training course, Effective Partner Planning includes a set of tools and repeatable processes for lasting use in the field.

Direct Sales Training – Channel Enablers has an extensive curriculum of direct sales training courses that are equally suited to vendor direct sales people or partner sales representatives.