The full version of this article was first published at: 10 Most Common Challenges When Implementing a Channel Sales Tool
One size does not fit all. And when implementing the right fit channel sales platform, this adage is paramount. Not all companies operate the same, employ the same sales strategies or marketing techniques, or thrive in harmonious employee culture alignment. Layered in between objectives, needs, and budgets are technology stacks to connect the people with the process. The goal of finding that ‘right fit’ often starts through swiping right and learning from what to avoid. All kidding aside, a bad date is recoverable, but implementing the WRONG channel sales platform has lasting impacts. Be prepared and go into this relationship knowing what to expect. Ten most common challenges when implementing a channel sales tool: 1) Non-existent or outdated content. Takeaway: What’s on the inside matters; a platform with the wrong content, is a platform with low utilization. Ensure that your content is relevant and current to the needs and roles of your channel partners. Do NOT just mass upload every piece of content into the platform and fail to refresh assets. The best systems update content regardless of where the content lives in the system. 2) Unorganized content. Takeaway: If it’s hard to find; it will hardly be used. Simply put have a strategy for what content lives where in the system, and maybe create a mechanism for users to create their own ways to organize your content. 3) Thinking “DepartMEnt” Takeaway: You aren’t the only business unit impacted, other departments will have a stake in your system. Technology talks…
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