Certified Channel Sales Manager – Channel Sales Training
Note: This course is still in development. Click HERE to see which course to take first (opens in its own windows).
This course is one of the MAIN channel sales training courses for Certified Channel Sales Managers, Directors and VP’s who are responsible for Channel Sales. It covers channel sales training basics through advanced channel sales strategy along with proven and DETAILED tactics (it does not cover channel marketing, but shows how the two interact).
Problems
You’re new to sales and the channel–and need to know what and how to do your new job as a channel sales manager
You’ve done sales, but never touched the channel. Or, you did channel marketing–but need to pick up channel sales
Or, you were in SMB, and need to know how the enterprise channel works (or vice-versa)
Perhaps you lead the entire global channel organization and need to level-set all the teams
Maybe you’re a channel superstar, but just got a huge quota, so you’re looking for new ideas to hit your numbers
Perhaps you should consider…
Solution
Certified channel sales training, by Chanimal University ™ is the industry’s first institution to offer accredited channel certifications, and the #1 best-selling global training and standards organization over the last two decades–having trained THOUSANDS of channel sales professionals from some of the tech industry’s most successful companies.
All courses are reviewed by the Channel Advisory Council that sets industry standards for channel managers. All courses teach toward those standards. See more details at Chanimal University.
Check with your manager or HR since many companies fund workshops, training and certifications. See the FAQs section below to see the ROI for any of the channel courses–your company will typically get a 30x to 300x return!
100% Money-Back Guarantee – No Risk
Any course from Chanimal University includes a rock solid 30-day money back satisfaction guarantee. To claim you must not have completed more than 50% of the course and must request a refund within 30 days from the day you enrolled.
This course is perfect for…
Anyone New. If you are new to the channel, or new to channel sales.
Seasoned. Experienced channel sales pros looking for the latest proven best practices… that dramatically increase sales.
Groups. Entire teams – helps level-set the entire group (see group discounts under Q&A).
All Titles. Designed for any Contributor, Manager, Director, VP to Channel Chief level in channel sales (or anyone wishing to be cross-trained).
Trainers or Mentors. Anyone targeting the Certified Channel Manager Professional Instructor (CCMP-I) level.
Course Format – Channel Sales Training
Multiple video segments per module. Each video module is split between 15 – 30 minutes per segment, it remembers where you left off–so you can take the course in bite-sized sessions (lunch, mid-day break, weekend, etc.) and is followed by section quizzes to help you internalize and retain the content.
Power Points. The Power Points used with the course are downloadable and can be re-purposed to train internal team members.
Guest videos. Guest videos include reseller interviews or webinars, buyers, rep firms, industry gurus, so you hear from the channel directly.
Bonus Resources. Each section contains templates, examples and applicable content. Overall courses include over 100 templates, instructions, case studies, master plans, samples, and resources.
Final Exam – for Certification. You have 12 months access to the course material, and can re-take the test as many times as needed until passed (requires 80% or above).
Numbered Certificate. Each course includes an automatic PDF certificate plus a printed, signed and numbered certificate with authenticated seal that can be framed and displayed (typically arrives 3-5 days after completion).
Course Fee
Certified Channel Sales Manager: $1,495 (similar industry certification courses range from $1,195 (plus $995 extra for electives) to over $6,000 each).
Includes one FREE elective ($495 value) with any of the three MAIN courses. Additional electives can be purchased later (or included with another of the MAIN courses).
Includes FREE content (up to $700 value). The channel coursework contains over 100 templates, forms, instructions, plans, samples. etc.
I am on an amazing journey of discovery..as we design our reseller channel program.
Rick BradyCEO Softnas, former CTO at Citrix
…has given us a dramatic head-start in setting up a competitive reseller program.
James KennedyCEO, RuberStamp, Inc.
“We had a $275 million DELTA sales increase the following quarter after training.”
Calling: hard-to-catch, warm and cold list calling
Phone Dialogues, Follow-up & Closing
6) Partner On-boarding & Enablement
Channel Marketing / Channel Sales – how to split roles
Partner follow up Worksheet – channel marketing, channel sales
Introductions
Partner Quotas – standard quotas by level
Monthly partner plan & promotions – with Channel Marketing/Sales
Jointly manage co-op, MDF with channel marketing
Setup regional Promo Calendar
7) Territory Management
Policies – reports, meetings
Account management – virtual partner management
Typical Schedule – Pain Relieving Work
Channel Sales Management
Situational Leadership
Game of Work – Sales by the Numbers
One Minute Manager – your teams & partners
Baseline Goal Setting – with Channel Mgrs & Partners
Deal Registration – follow up
Lead follow-up, assistance, co-assigning
Joint Calls & Identify Accounts
Field Coaching – High sales ratios first (or mess them up)
Model Calls
Emotional Bank Accounts – Utility to Friendship
Motivation – What Works
Jointly setup Spiffs, contest, specials
8) Sales Skills – Can’t coach if you can’t sell
Know how to sell your own product – some success
Must know ratios, increase personal skill (so can coach channel)
Soft Skills – Situational Selling – Channel Sales Training
Hard Skills
Pre-Approach, Prospecting, Approaches – That WORK
Appointments & The Setup
Presentation Skills & Personalized Demos
Demo Mechanics & Group Presentations
Dress for Success
3rd Person Selling – when to use
Price Savings Build-up
Closing Techniques, Keeping it Closed, Advanced Closing
Overcoming Objections
Sales Resources
9) Operations & Ratios
Sales Forecasting units/partner/direct vs indirect
Budgeting – based on sales, regional MDF
Weekly Reports – Managing by the numbers
Territory quotas
Partner quotas – existing, when to setup, how to split
Frequently Asked Questions – FAQ
Is there a group discount?
Yes. Chanimal University offers the following group discounts for courses enrolled from the same company at the same time (percentage discount off the group total):
The easiest way to justify the cost for training is to role the numbers:
Assuming after just one course, you are able to hire or re-activate just ONE new reseller because of what you learn
They sell just one new customer every quarter = 4 customers per year
You have a SaaS application & the avg deal size is $100/month – that’s $1,200 per year x avg 2.5 years per customer = $3,000 revenue per sale
So the single reseller is worth 4 sales, or $12,000 per year
If the avg reseller stays onboard for five years = then you make $60,000 lifetime revenue for every reseller
If your cost for the initial Certification course is $2,000 – then you get a 30x return!
If you are able to hire 100 new resellers (many trained channel manages go on to recruit hundreds if not thousands of new partners), instead of just one, with what you’ve learned? That 60k x 100 – $6 million in revenue for a $2k investment. That is a 300 x return!
For comparison, in a software company, with a 20% gross margin–you need a 5x return on your marketing promotions to get your money back and break even. If we compare your channel return to a display ad, we realize that many ads only generate a 2.3x return. Even a good ad will typically only generate a 13x return (so 300 x return is one of the highest ROI you will ever get).
The return for channel programs overall is the highest ROI of any marketing activity–so any investment in training typically gets incredible returns. You may want to use this example when trying to convince your management to invest in your training.
What if I don’t pass the test? Can I re-take it.
Yes. Once you pay for the course you have access to the system and materials for 12 months (access to the course resources for life). You can re-take the test as many times as needed until you know the material well enough to pass the test.
Please contact us if there are unusual circumstances and you need more time.
How do I get a refund if I’m not happy?
100% Money-Back Guarantee – No Risk
Any course from Chanimal University includes a rock solid 30-day money back satisfaction guarantee as long as you have not completed more than 50% of the course. You must request a refund within 30 days from the day you enrolled. Your refund will be returned in the same manner as your original payment (typically PayPal, VISA, etc.).
Contact Us if you are not completely satisfied for any reason for a full no-hassle refund.
How do the courses compare to each other?
Click HERE to download a PDF that shows how the MAIN courses compare to each other.
How does Chanimal University compare to other channel courses?
There are only a few groups that do training—although one is a light add-on to their direct sales training, and four of them white label their channel training through Chanimal—the keeper of industry best-practices for over 20 years.
How Does It Compare?
A relatively recent company is the Channel Institute by Michael Kelly. His classes are for “those new to channel management, or those moving into a channel management role for the first time.” He is a nice guy, has well-produced videos with some nice graphics, and his courses are mainly online and non-interactive.
His class description specifically states, “Our focus is on entry-leveltraining for channel management and channel marketing.” It says it dovetails into more advanced training and consulting.
Chanimal University is the most advanced channel training. It covers introductory to ADVANCED channel management, channel sales, and channel marketing. It would be equivalent to a bachelor’s, masters, and finally a PHD in channel management–with the certification, the pro, and the instructor levels (plus electives to drill-down into vertical tactics). It is MUCH more in-depth and includes both the strategy and hands-on tactics. It also cross-trains your team across multiple channel types (since many companies cover from retail to SaaS to Enterprise).
Trained over Ten Thousand
In addition, Chanimal University has trained over ten thousand channel managers (versus a few hundred)–often up to 150 at a time in 3-day workshops (including training some of the most senior channel leadership in the industry) live on-site and remotely worldwide over the last two decades.
Chanimal University training has been used to create, define, recruit and build some of the most successful channel programs from some of the largest brands in the world in almost every market and channel segment (Apple, Microsoft, Adobe, Citrix, Sony, Intel, Epson, Motorola, GE, Netscape, Big commerce, AOL, Survey Monkey, IBM, Disney, Red Storm, Corel, Aldus, AMF, NEC, Canon, Novel, Toshiba, Lotus, and hundreds more).
Similar Cost
The cost is similar, but Chanimal University is the world’s first, #1 Best-Selling certification training, is MUCH more “been there, done that,” as the industry gold standard, accredited by the Channel Advisory Council, and is taught by one of the most seasoned and successful channel professionals in the entire industry (aka, “Chanimal” short for channel animal), and now… it is available online.
