SEchannels Implementation for Channels SE Managers
As a key first step in an SE Channels Program , a one day instructor-led Executive Workshop can define a Field Implementation Plan for the successful measured deployment of a Solution Sales Process.
The Executive Workshop would have six main objectives including:
- Identify procedures and policies to motivate Channels sales reps and SEs to adopt new best practices
- Discuss pre-sales and channels sales integration issues and strategies
- Identify key milestones and success metrics
The Workshop would strive to gain leadership's support and commitment for the program. This is important considering that any change in behavior, policy, or procedure may be met with resistance by the rank and file.
Based on your sales engineering improvement objectives, a skills improvement program can be customized specifically for your organization.
Contact Us for a detailed outline.
Making SEchannels Operational
Post-training, it is important to ensure that the principles of "Project Managing the Solution Relationship Sale" are made operational. A follow-up program that implements new policies, procedures, and coaching would then be provided to ensure correct use of important new SE Channels skills and behaviors.
| Channels SE performance would then be monitored and measured so corrective action could be proactively taken if necessary. |  |