{"id":2358,"date":"2016-07-11T19:23:31","date_gmt":"2016-07-11T13:53:31","guid":{"rendered":"https:\/\/www.biworldwide.com\/en-in\/?p=2358"},"modified":"2025-03-26T20:11:54","modified_gmt":"2025-03-26T14:41:54","slug":"the-secret-weapon-to-increase-your-channel-sales","status":"publish","type":"post","link":"https:\/\/www.biworldwide.com\/en-in\/our-work\/blog\/the-secret-weapon-to-increase-your-channel-sales\/","title":{"rendered":"The Secret Weapon to Increase your Channel Sales"},"content":{"rendered":"\n<div style=\"height:0\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\" has-content-align-center has-overlay has-overlay--dark alignwide wp-block-biw-block-theme-hero\">\n\t<div class=\"biw-hero__grid\">\n\t\t\t\t\t<div class=\"biw-hero__breadcrumbs\">\n\t\t\t\t<div id=\"breadcrumbs\" class=\"breadcrumb-nav__wrapper\"><span class=\"breadcrumb-nav\"><span><a href=\"https:\/\/www.biworldwide.com\/en-in\/\">Home<\/a><\/span><\/span><\/div>\t\t\t<\/div>\n\t\t\n\t\t\t\t\t<div class=\"biw-hero__media has-dynamic-border-radius\">\n\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__overlay overlay-dark\"><\/div>\n\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1000\" height=\"667\" src=\"https:\/\/www.biworldwide.com\/en-in\/wp-content\/uploads\/sites\/12\/2025\/03\/104783.jpg\" class=\"biw-hero__bg-image\" alt=\"A man in a blue shirt draws an upward-pointing arrow on a virtual bar graph, representing growth or success. The background is blurred, highlighting the graph and his hand.\" style=\"object-position: 36% 42%;\" srcset=\"https:\/\/www.biworldwide.com\/en-in\/wp-content\/uploads\/sites\/12\/2025\/03\/104783.jpg 1000w, https:\/\/www.biworldwide.com\/en-in\/wp-content\/uploads\/sites\/12\/2025\/03\/104783-300x200.jpg 300w, https:\/\/www.biworldwide.com\/en-in\/wp-content\/uploads\/sites\/12\/2025\/03\/104783-768x512.jpg 768w\" sizes=\"auto, (max-width: 1000px) 100vw, 1000px\" \/>\t\t\t<\/div>\n\t\t\t\t<div class=\"biw-hero__content\">\n\t\t\t\t\t\t<h1 class=\"biw-hero__title\" style=\"line-height: 1.2\">\n\t\t\t\tThe Secret Weapon to Increase your Channel Sales\t\t\t<\/h1>\n\t\t\t\t\t\t\t\t\t\t<div class=\"biw-hero__text\">\n\t\t\t\t\t\n\n<p>An engaged sales manager is the key to an engaged channel. This blog explores how sales managers influence channel rep motivation, product enthusiasm, and overall success\u2014plus actionable strategies to equip, support, and recognise them for maximum impact.<\/p>\n\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t<\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-group  layout-columns-8 has-global-padding is-layout-constrained wp-container-core-group-is-layout-fce79bf6 wp-block-group-is-layout-constrained\">\n<p>If you are planning on launching a new product, or trying to re-establish an existing one through a sales channel, it is important to know whether the sales channel will pay attention to all the features and benefits of your new product. &nbsp;Will they read all of the attractive and convincing material that you have created? And more importantly, how do you make sure that they take appropriate action?<\/p>\n\n\n\n<p>To make the most out of your product launch, it is important to combat any potential obstacles. This is where you bring in the secret weapon \u2013 your&nbsp;<strong>Sales Managers<\/strong>! All your problems will be solved when you hand the right tools to your sales managers, so they deliver the right message. Combine this with the right training to get into the market, and you will be able to leverage opportunities better.<\/p>\n\n\n\n<p>One of the first steps is to keep your sales managers engaged. We conducted a study to know whether or not a sale manager was engaged in the eyes of the channel reps.<\/p>\n\n\n\n<p>We asked the channel reps if the sales manager is &#8211;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Supportive of channel sales reps?<\/li>\n\n\n\n<li>Knowledgeable and passionate about the new product?<\/li>\n\n\n\n<li>Effective at working with customers of channel sales reps?<\/li>\n<\/ul>\n\n\n\n<p>Channel representatives are far more involved in a new product launch when they are working with an engaged sales manager. They are found to be happier about the product and look forward to opportunities where they meet new customers. They believe in the manufacturer and the product, seeing their own success in winning the program.<\/p>\n\n\n\n<p>When channel representative are dealing with a disengaged sales manager, their response is quite different. They don\u2019t feel like working with the manager and find him less helpful. It diminishes their excitement and sentiment toward the products. They do not feel confident about product demonstrations and may also feel forced to take along a manager who hinders their ability to sell. It makes their job harder and can leave them concerned about the overall success.<\/p>\n\n\n\n<p>The rule of thumb is if you can engage your sales managers, they will engage your channel. How do you achieve this? Let us take a look.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Ask for their feedback and input<\/strong><\/li>\n<\/ul>\n\n\n\n<p>When you care about your sales managers, they will care about the message you want to propagate in the market. They will also have valuable customer feedback that is vital for your organization.<\/p>\n\n\n\n<ol class=\"wp-block-list\"><\/ol>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Use their feedback<\/strong><\/li>\n<\/ul>\n\n\n\n<p>When they give you feedback, tell them how you are using their input and show them any associated changes that are made. Once they are emotionally engaged in your product, they will become bigger advocates of your brand.<\/p>\n\n\n\n<ol class=\"wp-block-list\"><\/ol>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Change things up<\/strong><\/li>\n<\/ul>\n\n\n\n<p>If you continue to do the same things over and over again, every message you send to the sales managers will start to sound the same. Use their input and create better purchase offers.<\/p>\n\n\n\n<ol class=\"wp-block-list\"><\/ol>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Appreciate them<\/strong><\/li>\n<\/ul>\n\n\n\n<p>If your sales managers are doing an outstanding job with their channel reps, let them know. Recognize them and celebrate their efforts. On the other hand, if constructive criticism is required because they\u2019re not engaging their channel reps, make sure you offer guidance and develop a plan to help them recover.<\/p>\n\n\n\n<ol class=\"wp-block-list\"><\/ol>\n\n\n\n<p>Now that you know the secret weapon for channel engagement, make sure you use it well and achieve the best possible results.&nbsp;<\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-group  layout-columns-10 has-global-padding is-layout-constrained wp-container-core-group-is-layout-0b5f5b40 wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-group has-base-two-background-color has-background  has-dynamic-border-radius  layout-columns-4 has-global-padding is-content-justification-left is-layout-constrained wp-container-core-group-is-layout-645d8aa7 wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--60);padding-right:var(--wp--preset--spacing--60);padding-bottom:var(--wp--preset--spacing--60);padding-left:var(--wp--preset--spacing--60);background-image:url(&#039;https:\/\/www.biworldwide.com\/en-in\/wp-content\/themes\/__custom--biw-block-theme\/patterns\/images\/image-64.jpg&#039;);background-size:cover;\">\n<h2 class=\"wp-block-heading\">Looking to build engagement and loyalty for your brand?<\/h2>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a aria-controls=\"modal-header-lead-gen\" aria-haspopup=\"dialog\" href=\"#\" modal-id=\"header-lead-gen\" role=\"button\" tabindex=\"0\" class=\"wp-block-button__link wp-element-button modal-trigger core-button-trigger\">Talk to us<\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>An engaged sales manager is the key to an engaged channel. This blog explores how sales managers influence channel rep motivation, product enthusiasm, and overall success\u2014plus actionable strategies to equip, support, and recognize them for maximum impact.<\/p>\n","protected":false},"author":21,"featured_media":2361,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"associated_experts":[],"featured_image_focal_point":{"x":0.5,"y":0.5},"footnotes":""},"content-topic":[55,61],"problem-space":[41],"class_list":["post-2358","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","content-topic-channel-loyalty-program","content-topic-channel-partner-engagement","problem-space-channel-performance"],"featured_media_global":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The Secret Weapon to Increase your Channel Sales - India (English)<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.biworldwide.com\/en-in\/our-work\/blog\/the-secret-weapon-to-increase-your-channel-sales\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Secret Weapon to Increase your Channel Sales - India (English)\" \/>\n<meta property=\"og:description\" content=\"An engaged sales manager is the key to an engaged channel. 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