For information on how to review your current partners, contact us today at newsletter@tenegopartnering.com

In building your company and growing your company’s revenues you have built up a number of partners to work with you as referral, agent, reseller or OEM / White Label partners. You may have spent a great amount of time defining your partner programme, documentation, training materials and getting the partners up to speed.

After all this, you may find that today only a small number of partners are actually producing sales for your company. Your Partner Programme has not produced what you expected. So now, the 20 partners you have in your company are not producing as they could, for various reasons.

With the experience you now have in both selling direct and through partners, how do you determine what really works for your business and replicate this to accelerate your sales revenues?

Why are your current Partners not working?
1) They don’t have the correct focus on your target customer
2) They don’t have the resources to respond to opportunities for your company
3) They don’t have the capabilities to generate opportunities or sell your type of product
4) They don’t see sufficient or fast enough financial return to invest time in selling your product
5) The ‘difficult’ market is not buying your type of product today
6) You don’t have sufficient or adequate materials to help the sale
7) You don’t provide sufficient support in assisting the partner in the sales process; “it’s their job”
8) Your partner commission structure is not incentifying the partner or their sales people
9) Your management of the partner is either too hands-off, passive or too pushy and the relationship is not good
10) You don’t have a commitment to the partner as you don’t believe you will get the return
11) and many more

Of the many reasons, which are valid and what actions might rectify them?

What if many of your current partners were the right type of partners, and with a few changes in how you manage them, will produce sales. In understanding the capabilities needed to sell your product and the other characteristics needed to make a good partner, then how well do your current partners fit with what is needed.

With Tenego’s Partner Programme Review We have helped clients turnaround flagging partnerships and helped boost sales to make good partners better - read more here.

For information on how to review your current partners, contact us today at newsletter@tenegopartnering.com
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