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Characteristics of a Successful Channel Sales Representative
In such a competitive landscape, a manufacturer’s reliance on channel sales representative and managers serve an imperative purpose.
So which traits matter most?
Persistence and a persuasive mentality are key, as is client intuition and the instantaneous ability to shift strategies.
Ultimately, there are countless (in)tangibles needed to succeed, which makes arranging the most important qualities a complex endeavor.
If you are struggling to find a channel sales representative or manager for your business, here’s a list of the most coveted ingredients to look for:
1.) They Focus on the “Big”
Hitting quotas consistently is certainly no easy feat, but striving for something greater indicates the ‘status-quo’ isn’t good enough.
This is a subjective characteristic.
Ask yourself if you’re satisfied with steady attainments, or the occasional 9th inning, 2-out grand slam.
The previous is certainly the safe bet, but is it something that is going to take your company to the next level?
A channel sales rep that focuses on achieving the “big” versus settling with lower hanging fruit not only speaks to their confidence and ambitions, but to their uncommon discontent with simply “getting by.”
2.) They See-Through What’s Possible
In channel sales, each second counts.
Differentiating leads from unrealistic opportunities is a significant attribute.
Qualifying leads—and being 100% certain that a potential deal exists—needs to be done swiftly and thoroughly.
Qualifying a lead requires several key components:
- Is there a relevant pain point?
- Does lead clearly understand the “after-purchase” opportunity?
- Does lead clearly understand the consequence of opting out?
- Where is the lead in the sales cycle?
- What is the next step; who can drive this opportunity to the next level?
If a channel sales rep is unable to answer each of these questions, she or he moves on to the next opportunity without missing a beat.
3.) They are Subtle
A great channel sales representative should never feel like they’re selling anything. Instead of focusing on their product or service, they focus on establishing a relationship.
Stepping into the shoes of a potential lead is only a part of this infrequent trait.
Being able to instantly tailor their demeanor, a figure of speech and energy so that it is consistent with their subject is essential.
Having the sensitivity and awareness to know what to say and how to say it is crucial; it’s also likely the deciding factor in whether or not a deal is born.
The fragility of “subtly selling” relies on the ability to instill confidence and faith into leads, without it, fewer opportunities will surface.
4.) They Know Which Route to Take
Being able to answer any objection takes preparation, research, and experience.
However, knowing how to direct someone back on course (towards your objective) is less obvious. Successful channel sales reps have multiple routes they can take which eventually lead them to the same location.
By allowing the lead to take control of the wheel, there are less likely to become withdrawn from the conversation—thus allowing the relationship to gain momentum.
5.) They Radiate Good Energy
A channel sales rep encounters roadblocks and fizzled opportunities routinely, which makes for a frustrating, at times demoralizing profession.
An individual that emits positive vibes, genuineness and a never-ending stream of optimism are qualities of massive importance.
Having a good sense of humor and balance about things that typically would bring someone down should carry significant meaning to your business. This not only affects a lead’s perception about your company but also your internal team willingness to persevere through adversity.
A snowball effect of positive energy always starts with one person. Is this person on your team?