BPO Future Forward: 6 Ways to Drive an Effective Channel Incentive Program

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Post on 13-Jul-2015

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    6 ways to drive an effective channelincentive program

    THE SALES AND FULFILLMENT (S&F) SERIES

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    Enhancing sales efficiency is the top priority for every enterprise and one of the best ways to motivate the sales force is through efficient channel incentive programs. Here are 6 ways to ensure

    that these programs are well-timed and well-managed.

    THE SALES AND FULFILLMENT (S&F) SERIES6 ways to drive an effective channel incentive program

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    1

    Start by bucketing channel

    management activities like

    research, design and launch into

    decision-, action-, and data-oriented

    categories

    2

    Outsource processes like program training so sales teams wont dilute their focus on their core activity

    product sales

    CONSOLIDATE ANDSTANDARDIZE

    STREAMLINEPROCESSES TO REDUCE

    NON-CORE WORK

    THE SALES AND FULFILLMENT (S&F) SERIES6 ways to drive an effective channel incentive program

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    3

    Channel partners need to be informed

    about events, promotions, product catalog changes, and payment delays in a

    timely and consistent manner

    4A dedicated channel incentive team can provide proactive

    and reactive support by directly engaging

    with partners, communicating with

    the right stakeholders, and

    increasing awareness about

    programs and events

    COMMUNICATECONSISTENTLY

    CREATE A DEDICATEDSUPPORT TEAM

    THE SALES AND FULFILLMENT (S&F) SERIES6 ways to drive an effective channel incentive program

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    5Technology

    solutions help automate activities

    in areas like calculations, issue resolutions, and

    reporting. For example, a

    knowledge bank along with a

    self-service portal can optimize query

    management

    6

    Use analytics to better understand

    products, programs and market needs this will help speed up decision making

    and program deployment

    INVEST IN TECHNOLOGYAND TOOLS LEVERAGE ANALYTICS

    THE SALES AND FULFILLMENT (S&F) SERIES6 ways to drive an effective channel incentive program

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    FIND OUT MORE

    READ

    Blog post

    READ

    White Paper

    Network with industry leaders at InfosysBPO.com/community

    InfosysBPO.com/BPOFutureForward

    VIEW

    Infographic

    THE SALES AND FULFILLMENT (S&F) SERIES6 ways to drive an effective channel incentive program