What is Channel Sales Automation
Channel sales automation refers to the use of digital tools to support partners, distributors, resellers, and agents throughout the sales process. It involves streamlining and management of indirect sales and improving the effectiveness of the sales operations. Using channel sales automation, organizations can automate various manual and time-taking tasks, such as:
- Partner onboarding
- Sales tracking
- Sales reporting
- Commission payments
- Incentive management
- Partner communications and collaboration
Channel sales automation has three main components, including:
- Partner Relationship Management (PRM) to enable partner onboarding, training, and management.
- Marketing Automation to manage marketing resources, marketing campaigns, funds, and lead generation.
- Sales Enablement to automate quoting and ordering systems and manage sales resources and intelligence.
Key Benefits of Channel Sales Automation
Channel sales automation ensures organizations can scale their operations by leveraging technology and software solutions, keeping delays and disruptions away from sales. Implementing channel sales automation can provide various benefits that help boost channel partner sales.
Increased Sales Productivity and Efficiency
Channel sales automation helps organizations automate and streamline various manual tasks, such as lead distribution and management, quote generation, sales tracking, incentive management, and general operational workflows. This leads to higher productivity, minimized delays, and faster deal closures.
Streamlined Onboarding and Training of Sales Partners
With a channel sales automation solution in place, onboarding and training of sales partners becomes easier. Organizations can offer self-service portals for onboarding and training modules and reports for training new sales partners.
Improved Partner Communication and Collaboration
Channel sales automation improves communication and collaboration between the organization and channel partners through tools like shared dashboards, integrated communication channels, and automated notifications. All this keeps channel partners connected and informed.
Enhanced Lead Visibility and Performance Tracking
Channel sales automation brings deeper insights into channel performance, sales volume, lead pipeline, revenue contribution, and other important aspects through automated reports and performance trackers. With such data in hand, organizations can track sales performance through different angles, partner sales activities, and top-performing channel partners in terms of sales and revenue. They can also identify key areas of improvement as well as aspects where extra support is needed.
High Scalability and Global Expansion
For global organizations, channel sales automation works as a significant tool for worldwide growth and business progress. It ensures scalability and consistency across areas like product, pricing, discounts, and quotes. This reduces chances of miscommunication, protects margins, and maintains brand integrity as organizations operate at a global level.
Industry Use Cases for Channel Sales Automation
Industries where channel sales automation delivers value include:
- Automotive: Manage sales of vehicles through a worldwide network of dealerships.
- Medical Devices: Streamline and manage sales relationships with agents, wholesalers, retailers, distributors, and medical representatives.
- Retail: Manage sales through suppliers, distributors, and wholesalers.
- Telecom: Manage sales service plans and devices through resellers and agents.
- Energy: Manage distribution and service of energy products through resellers, installation partners, and service partners.
