Setting Up an Indirect Sales Channel
Develop your distributor or prescriber network and multiply your sales force.
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Why develop an indirect sales channel?
Indirect sales is a powerful but demanding growth lever. A well-structured network multiplies your sales force and opens up new markets.
Extend your coverage without hiring
Access new geographic or industry markets through your partners' local expertise. Benefit from a leverage effect on your sales force without the associated fixed costs.
Select and qualify the right partners
Define objective selection criteria and build a rigorous partner scoring system. Identify players who have the potential and motivation to carry your offer.
Manage and drive the network
Implement KPIs, engagement rituals and governance to engage your partners long-term. Build a win-win relationship that generates results.
Learning Objectives
At the end of this training, you will be able to:
- Understand different indirect sales models and their success conditions
- Define selection criteria and qualify potential partners
- Build an attractive and motivating partner offer
- Implement KPIs and network engagement rituals
- Develop a structured channel action plan
Target Audience
This training is for: Executives, Sales Directors, Channel Managers
Program
Before the Training
- Assess the current state of existing or planned partnerships
- Identify current distribution channels and their performance
During the Training
Understanding indirect sales models
- Explore different channel types: distributors, prescribers, integrators
- Evaluate their advantages, limitations and success conditions
- Use the channel typology canvas
Selecting the right partners
- Define partner selection criteria
- Map potential players
- Build a partner scoring system using the qualification canvas
Building the partner offer
- Define commercial terms and motivation levers
- Integrate tools, services and co-marketing actions
- Develop the partner kit template to standardize communication
Managing and engaging the network
- Define performance KPIs and engagement rituals
- Structure follow-up meetings and performance reviews
- Use the partner governance canvas
Building the channel action plan
- Formalize objectives, resources and priorities
- Define launch and follow-up actions
- Present the deployment roadmap
Teaching Methods
- Theoretical and methodological contributions
- Practical exercises on your partnerships
- Offer and action plan construction
- Personalized feedback from the trainer
The specialist in sales and customer relations for 20 years
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Frequently Asked Questions
Why develop an indirect sales channel?
Indirect sales allows you to extend your commercial coverage without hiring internal salespeople. It gives you access to new markets, local expertise from your partners, and a leverage effect on your sales force.
Who is this indirect sales training for?
This training is designed for executives, sales directors and channel managers who want to structure or develop their network of distributors, resellers or prescribers.
How to select the right partners?
The training teaches you to define objective selection criteria, map potential players and build a partner scoring system to qualify and prioritize your targets.
How does the practical implementation work?
80% of the training is devoted to practice. You will work on your own partnerships with mapping exercises, partner offer construction and channel action plan development.
Is this training eligible for OPCO funding?
Yes, KESTIO is Qualiopi certified. This quality certification enables funding of our training programs by OPCO. Contact us to get a personalized quote and coverage terms.
Request a Quote
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Our team is available to answer all your questions about this training.
Hours: Monday - Friday, 9am - 6pm (CET)