SEchannels Implementation for Channels SE Managers
SEchannels/Mgr is a one day instructor-led Manager Workshop prior to SEchannels designed specifically for Channels SE Managers.
The Manager Workshop goal is to develop a Field Implementation Plan.
The Manager Workshop has six main objectives:
- Understand the SEchannels agenda, lessons, behaviors, and best practices
- Identify procedures and policies to make new best practices operational
- Discuss pre-sales and channels sales integration issues and strategies
- Identify the channels SE Manager’s roles pre, during, and post training
- Discuss the profile of partners that ChSEs should bring into class
- Identify key milestones and success metrics
A vital objective of the Workshop is that both pre-sales and channels sales management agree that the Channels SE Skills Improvement Program is the right strategic approach and that they will lend unified support to the program. This is important considering that any change in behavior, policy, or procedure is usually met with resistance.
Management's careful guidance of the implementation is crucial during the first few months for success of making the program operational.
Based on your Channels SE improvement objectives, a skills improvement program can be customized specifically for your organization.
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 is provided to ensure correct use of important new SEchannels behaviors.
| Channels SE performance is monitored and measured so corrective action can be proactively taken if necessary. |  |