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Objectives
Setting up and
organize a network
of sales partners.
Concerned people
Channels managers,
Sales executives, Business
Unit Executive, or company creators, in charge of agents, distributors or partners for projects.
Duration
2 days. Possible to be individually coached.
Pedagogy
 Lecture
Experience shared with participants
Practice:
Business cases (from trainees real situations
or proposed).
Creation of practical tools
Self-evaluation form
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Know-How acquired - Program
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Create and organize your business network |
 Approach preparation: Business plan Importance
Which parts of your offers should you sell?
Which business model and at which profit level should you sell?
With which types of partners should you sell?
Should you contract the partner agreement?
If a contract is signed: contract fundamental points
Should you adapt the company’s organization?
Communication plans:
- Your company to partners
- Your partners to end users
Balance sheets forecasts:
- Your account with your partner
- The Partner-Final Customers’ operating account
Why using these two accounts? Contents and tools to carry them out
Building specific pitches for partners
To differ from your competitors
Build a presentation to convince your partners: Presentation plan
A proven technique: the EBCD method
Implementation: Partners’ approach
Develop your partner action plan
Approach tools use
Starting the network
Trainings
Sales tools for your partners
Tips to make your partners’ first meetings with their potential customers easier
Long-term development: Organizing your network
Organizing your network
Controlling your action
Personal action plan development
Self-analysis and participants’ audit: strong/perfectible points
Improvement objectives |
