Relationships with channel reps and resellers can be tricky. You are giving them the power to control your message and brand when you aren't around, and while they are doing the same for other brands at the same time. Here are a few tips to ensure you motivate channel reps to represent your brand and drive revenue.
- Use data. Use data and segmentation available on all reps to customize messaging and target different reps with appropriate incentives and rewards for hitting certain KPI's for your brand.
- Predict future value. Use any and all data at your disposal to predict potential output from individual reps. Transactional data, frequency of sale, recency, value of deals sold or tenure can all be great data points to create a formula to try to predict which reps have the most potential. Channeling motivation incentives to reps with the highest potential gives your business the most potential ROI.
- Segment top reps for special incentives. You can use whichever metrics are most important to your business to identify which channel reps deserve the richest rewards. You can also use a points system where channel reps accrue points for every sales prospect they bring in, and can then cash the points in for rewards of their choosing. Some rewards will be smaller like gift cards to popular retailers like The Cheesecake Factory, The Limited and Crutchfield. Others could be bigger, like a short vacation. Make sure your top reps know they are doing well for your business particularly.
