Improving Reseller Education Can Lead to Higher Revenue
Get Them While They’re Hot
When you sign up new resellers, their enthusiasm is high. Ensure they have access to the training material they need on the first day.
Help Them Become Experts
If you can get your salespeople to use the product, they’ll speak much more authoritatively about it.
Keep It Brief
Salespeople are often on the road and between meetings. Produce courses that are 20 minutes or less and updated often to keep up with product changes.
Use Video
Create videos of how the product is installed and used to reinforce knowledge with the customer. This tactic is especially importantly if your product can’t be easily distributed or used in a demo—for example, an implanted medical device.
Qualify the Customer
Teach your salespeople the key questions to ask early in the sales process to ensure the product is a good fit for the customer.
Understand the Customer
Help employees learn how to tailor the benefits of a product to the customer’s industry and needs. Speak in the customer’s language.
Tough Questions
Tell resellers about common objections prospects may have about your product and compelling ways to overcome them. Encourage honesty about known issues or weaknesses.
Proof Points
Share customer success stories, ROI numbers, metrics, testimonials and more to excite the salespeople and provide data they can share with skeptical prospects.
Know the Competition
Arm salespeople with information about the competition and how your product is different and better. Encourage role play for critical questions.
Make It Painless
Salespeople are highly mobile. Make the training clear, simple and accessible wherever they are on any device, and they’ll use it over and over again.