Mastering Channel Partner Management
Channel your expertise with channel management training.
Channel partners are an invaluable resource to increasing your sales and reaching new markets. But with a growing number of partners, all with different priorities and engagement models, your channel partner network can quickly become complex and increasingly difficult to manage.
Our channel management training shows you how to get the most out of your channel partner network so you’ll increase your reach and productivity, reduce your costs and deliver a better service to your end customer.
Please see session dates & times in the table below.
Session 1: 3rd October 2023 - 15:00 - 17:00 (BST) / 14:00 - 16:00 (UTC)
Managing success through others
Not only will you come away with a better understanding of your role, responsibilities and key competencies as a channel partner manager but you’ll also learn how to:
Develop a strong and profitable channel partner network by learning how best to identify, assessing, select, appoint and where appropriate terminate channel partners.
Realise the maximum value of your network by motivating and inspiring your channel partners to work in a collaborative relationship.
Get the most out of your own and your channel partner’s time through effective preparation, business planning and high-quality joint ventures.
Identify opportunities for growth by strategically assessing your channel partner network.
Ensure your message is effectively understood using the most appropriate methods of communication for different situations.
Exceed revenue and growth goals by developing and executing an effective and achievable territory business plan.
Build trust with your channel partners by managing expectations around forecasting, adding value and continuous development.
And so much more...
Our mastering channel partner leadership open program is delivered as a remote course across 8 sessions (1 each month) and in partnership with Biochannel Partners. It is designed to help professionals in the science and technology industry effectively manage their distributors, agents and manufacturers representatives.
Introduction and setting the scene.
The role model channel partner manager.
Managing yourself, setting goals and getting focused.
Developing your business plan.
Assessing internal process for managing partners.
Analysis of your current channel partner network.
Channel partner recruitment process.
Channel partner contracts and agreements.
Managing channel partners performance.
Effective communication with channel partners.
Conducting business reviews with your channel partners.
Managing channel partner underperformance.
Teaching channel partners to sell on value rather than on price.
Setting up the right conditions for channel partners to remain motivated.
Delegate presentations on application of key learnings.
“I really enjoyed the training, and it was exactly what I needed! I am already making plans to incorporate what I learned into my plans for the year and I am sure it will have a positive impact on my output. I'd give the session a 10/10 all around as I can't think of anything I would change.”
Book now to find a time that suits your schedule.
Who should attend?
Meet the trainers
Back in 1998, Jonathan Cooper co-founded george james ltd. with business partner Neil Burns. Now, Jonathan’s primary focus is the delivery of sales and commercially focused training, leadership development and one to one coaching and mentoring programs.
Pru has dedicated over a decade to training, coaching and mentoring individuals and teams in the science and technology sector. Currently, she runs both the open programs and in-house tailored training programs as well as offers one-to-one coaching and mentoring.
As a senior trainer, Steve runs both the open and tailored training programmes covering all aspects of sales and sales leadership. Steve also provides one-to-one coaching.
Before spending 30 years in sales, sales management and general management roles, Steve graduated with a bachelors in chemistry and spent several years working in the synthetic organic chemistry world. This blend of science and commercial experience allows Steve to provide unique insight into life science, analytical instruments, general laboratory equipment and precision industrial sales.
Steve has a particular interest in channel/distribution management and hybrid remote/face to face selling. In addition to his roles and responsibilities at george james ltd, Steve is a co-director of a wedding photography business, which has sparked a curiosity into the power of social selling.
“In my previous life as a sales leader, I discovered that facilitating my team members to grow and develop was a big passion of mine. This led me to a successful career in sales training. I firmly believe that with the right approach and support we can all achieve our potential – and even surpass our own expectations!”
We know the ins and outs of the science and technology industry
Ever attended a commercial or sales training program but felt like the trainers don’t understand the nuances of your industry? Having had thriving careers in the science and technology industry, with decades in similar roles to you, as well as years of experience as successful sales coaches, you can be confident that our coaches know the ins and outs of your market.
Have a question about one of our services?
Not sold on sales training quite yet? If you want a little more information or just fancy a chat about our services, fill in the contact form or send us an email email@example.com and we’ll get right back to you.
Or sometimes it’s easier to just pick up the phone and give us a call on: +44 (0) 1494 867655
“The role playing session was extremely helpful in coaching them to use all concepts earlier training sessions to the end: qualification - NAMTCR, how to develop relationship with KOL's, facing competition, handling objections (APIAC), and making great presentations.”