Building Sales Strategies Through Distribution Partners

Course Overview

Most disappointing results in partner-led sales strategy trace back to an audience defined too broadly. Activity in this aspect of marketing and commercial practice is easy to generate and easy to mistake for progress. The course sets out a working method for this strand of marketing and commercial practice that participants can apply the week they return. Participants come from operational and oversight roles, and both perspectives on partner-led sales strategy are used deliberately. Each session closes with a decision the participant must justify about this area of marketing and commercial practice in their own setting. Progress on the marketing and commercial practice capability is usually lost in the gap between approval and execution. Organisations that document partner-led sales strategy properly resolve disputes about it far more quickly. The programme builds the judgement to know which parts of the wider marketing and commercial practice agenda to standardise and which to leave flexible. The final module sets out how progress on the marketing and commercial practice capability will be evidenced six months later.