We’re going to grow our sales revenue by selling through partner resellers.
Easy peasy
We’re going to grow our sales revenue by selling through partner resellers.
How hard can that be?
Just recruiting a bunch of partners who are keen to make some additional margin?
Give them a price list with a buy and sell price and they’re away – right?
Wrong!
So, so wrong 😔
Easy in, is easy out.
Any focus on your solution here? Nope. Opportunistic at absolute best.
Opportunity for miss-selling is huge – intentionally or unintentionally.
Who’s supporting them? Oh the direct sales team will – yeah sure, cos they have a ton of spare time to nursemaid a greenhorn sales team chasing shadows, don’t they?
And when they miss targets for lack of time on their role, a flea in the ear and worse still, low commission months… Not happening is it!
The ONLY way is to do it properly
Start with the end in mind and plan backwards.
It takes
TIME PATIENCE INVESTMENT ATTENTION RESOURCES (FOCUSSED) SUPPORT HAND HOLDING UNDERSTANDING REPETITION FIT FOR PURPOSE TOOLS TRAINING ETC
And so much more… and critically unlike your direct sales teams, THEY DO NOT WORK FOR YOU.. YOU ARE NOT THEIR BOSS
So if you do want to do it properly, give me a shout, I’d be happy to help you
I have been around a while and seen some stuff for sure. I have experienced some good bad, indifferent and some downright fabulous.
I am still hugely motivated to get up every day and be curious. I love tech and business and most of all dogs oh and people are ok too ;-)
Having been in sales most of my working life I have a real interest in the art and science and am a committed lifelong learner - constantly frustrating my kids with my stock phrase "every day is a school day"
Personally, I’m a husband to one, and father to five amazing children (three of them are no longer children, but independent adults) and my golden lab – Archie, who is always pleased to see me.
I was blessed with becoming a Granddad in February 2021 (a very proud and somewhat besotted one) and another grandson arrived in October 2022 to keep their parents busy and for me to spoil.
I am also a mad keen lover of the oval ball game and a lifelong supporter of Leicester Tigers. As an Englishman, that's therefore England at a national level and the British and Irish Lions.
If I can be of service in any way including any area of developing a channel sales and support business or ecosystem partnerships, and or sales coaching or development, you can find me at the link below, and contact me via the form also.
One of my favourite "quotes" is
Life's journey is not to arrive at the grave safely in a well-preserved body. But rather to skid in sideways, totally worn out, with a beer in one hand, shouting "Whoo, what a ride!!"
Views here are 100% my own. https://grahambunting.bio.link/
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Graham Bunting -The Partner Catalyst 