How do you keep your channel sales skills and knowledge up to date?

Networking and Industry Events One insightful way to keep channel sales skills and knowledge up to date is by regularly attending industry conferences, trade shows, and seminars. These events provide opportunities to learn about the latest trends, technologies, and best practices in channel sales. Networking with industry experts, participating in educational sessions, and engaging in discussions can help sales professionals stay current, gain new insights, and broaden their knowledge base, ultimately enhancing their effectiveness in driving channel sales success.

In my experience for more than 20 years, this should be a daily task, of continuos improvement from Sales Skills, market tendencies, as well as customers goals, ( these ones can change from time to time based on GTM).

Keeping channel sales skills current involves regular self-assessment to identify strengths and weaknesses. Recognizing strengths allows one to leverage and refine those skills, boosting confidence and effectiveness. Identifying weaknesses enables targeted learning and development efforts, addressing specific areas of improvement. By continually assessing and enhancing skills, professionals can adapt to changing market demands, ensuring they remain competitive and capable in channel sales.

In my experience, adding online learning is really helpful too. The digital world changes fast, and staying updated on things like online marketing, using CRM tools, and understanding data is important. I've learned a lot from online courses and webinars. They're flexible and let you learn from experts worldwide. This way, we're not just keeping up in channel sales, but we're staying ahead.

Learning from the best in channel sales involves finding a mentor. Seek out experienced professionals or leaders in the field and establish a mentor-mentee relationship. A mentor can provide valuable insights, guidance, and real-world expertise, helping you navigate challenges and refine your skills. Actively engage in discussions, ask questions, and seek feedback to maximize the learning experience. Learning from a mentor accelerates your growth, allowing you to apply proven strategies and techniques in channel sales effectively.

Stay updated on industry news, trends, and competitors. Attend conferences, connect with experienced professionals, and seek mentorship. Enroll in sales training programs and participate in webinars. Read books, case studies, and utilize sales technology. Seek feedback, evaluate performance, and maintain a continuous learning mindset. Adaptability is key to staying current and thriving in the dynamic field of channel sales.

Investing in training and certification is crucial as it enhances skills, knowledge, and credibility. Proper training equips individuals with up-to-date expertise, ensuring they are adept at handling evolving industry challenges. Certification validates one's proficiency, building trust with clients and employers. These investments not only boost personal and professional growth but also contribute significantly to organizational success, fostering a skilled and competent workforce.

Applying what you learn in sales involves several key methods: Practice through role-playing Apply new techniques immediately on the job Seek continuous feedback for improvement Utilize sales tools and software for efficiency Adopt a customer-centric approach tailored to their needs Learn from rejections and adapt strategies accordingly Stay adaptable, trying new methods based on feedback Engage in continuous learning through workshops and reading By combining these methods, sales professionals can effectively apply their learning, improve their techniques, and achieve greater success in their sales endeavors

Keeping up with sales trends is vital for staying competitive and relevant. This involves regularly researching industry news, attending sales conferences, and participating in webinars. Engaging in social media discussions and networking with peers can provide valuable insights into emerging strategies. Additionally, leveraging data analytics and technology helps sales professionals understand customer behavior, enabling them to adapt their approaches in response to changing market demands. Staying informed about sales trends ensures that strategies remain effective and aligned with evolving customer needs and preferences.

It's not easy to make the time for learning, but it is so critical. Channel sales is demanding and you need to have that discipline to book out time every week for learning. If it does need to move out, don't cancel it but find another slot so you don't fall behind

One way to be relevant in the channel industry is to be updated about your company's product, industry trends, customer journey & sales cycles as there is no one type of channel partnership that fits all. Having a customer first mindset, discussions with internal GTM & Partner teams will help in understanding your customer needs/problems, development of strong channel mix along with focussed channel GTM to make it a win-win for both the parties

Understand your channel partner's business. How they make money and what there business processes are to support that. Weave your solutions , services , and support into their way of doing business to make their job easier to sell your solutions rather than someone else's. They will recommend and sell more of the solutions and tech co providers that are easier to do business with. If a partner is underperforming they are most probably doing well with a competitor's solutions.

Understand your channel partner's business. How they make money and what there business processes are to support that. Weave your solutions , services , and support into their way of doing business to make their job easier to sell your solutions rather than someone else's. They will recommend and sell more of the solutions and tech co providers that are easier to do business with. If a partner is underperforming they are most probably doing well with a competitor's solutions.

1) I think it's important to share your POV on relevant topics and be open to feedback. 2) Identity the best of the best of your role and understand what their best practices are.

I agree with Mark. Knowing and learning as much about you Channel Partner, where and who they sell to is information you must know. Most people are working with multiple Partners and learning from each, may help you help an under performing Partner. I did this with a Channel Partner selling in another country and by working with their operations people. Revenue increased 100% the first year.