…When building & managing a world class extended salesforce that scales.
– It Actually Works.
My goal with the ”IAW´s” is to hopefully provide you with some useful tips, insights, inspiration & reflections on the topic – when building & managing a world class extended salesforce that scales.
– Strategy, Priorities & Focus –
Keep it simple and straight forward!
In line with the company’s vision, mission and goals – Start with defining a clear vision for your priorities and objectives and make a strategy.
– What is it you want to achieve and what is your existing and/or future challenges you want to adress?
– Where are you today and what are you aiming to achieve with an/your existing and extended (Indirect channel) salesforce?
As examples to drive and leverage your strategy and maximize the outcome of your extended salesforce.
– A few focus areas to start with, It can be as easy as:
– i.e Awareness – For Increased market visibility and demand generation.
– i.e Efficiency & Coverage – Provide a better reach both geo and industry by grow your extended salesforce ”one to many”.
– i.e Development & Enablement – train and collaborate closely and regularly with your extended salesforce to increase geographic coverage and execution for both pre & post sales resource.
When doing this, make sure you try to keep it simple and approach your development in stages. Make a priority list, run them ”QbyQ” or ”HybyHy”. Monitor closely, follow and adjust regularly (weekly & monthly). You cant do everything at once but with proper focus and follow ups you get the desired result faster.
When you have your strategy, priorities and focus areas ironed out you need to make an inventory of your existing setup.
I often get the question where I get all my energy, drive and inspiration from. Its really easy and straight forward – my believe is that you in order to get really good at something, you need to be passioned about it!.
And this is something I really enjoy doing are passioned about!!
Nothing would make me more glad if I can give you an idea or inspiration to try something different or remember something you’ve already learned – be passioned and pay it forward.
Stay tuned for the next IAW –
”How to segment your GTM channel and build leverage”
Be safe, kind & pay it forward.
Best
/ John B
