Once sales channels are decided, it is as important to create the appropriate programs to support the created channels and partnerships that you develop.

Even Direct Sales Channels require programs to support them in their sales efforts.  This can be accomplished through sales incentive and promotions which will help in driving the right behaviour for your sales force.  It is imperative with Indirect Sales Channels that you develop a comprehensive program.  The programs will differ depending on the channels you have chosen for your business.  Direct and indirect sales channels need to have the tools they need to be successful such as: presentation materials, proper training, pricing, marketing materials and lead programs.  It cannot be expected no matter how seasoned the sales professional or channel you sign for them to be successful selling your products if they are not equipped with the correct tools.

There are five key things that are important to the success of an Indirect Sales Channel no matter what the industry or product that is sold. 

• The product must be easy to sell
• The product must be priced appropriately and be competitive in the market
• The partner can make money based on discounts they receive
• There is adequate sales and technical training for the partner
• The partner receives proper sales and technical support from the vendor

Goal of Service 

• The goal of this service is to aid a start-up or small business in developing the right programs for their sales channels and partners.
    

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