You don’t need to bug your partners constantly asking for status updates, but do what you can to check in regularly.
It’s a win-win for both you and your channel partners. You get the expanded reach (which means increased channel sales), and your partners get the clout (which also means increased channel sales for you). When they do well, you do well.
Talk to your channel partners and ask them what they’d love to see from you.
The more you deliver for them, the more they’re going to want to sell you.
Channel sales is easily one of the most challenging sales processes out there. For manufacturers especially, it can feel like you have little control over where your products are going, and when they’re being sold. But by playing an active role in the lives of your channel partners, by getting involved and truly supporting them on a personal level, you’ll start to gain back some of that control, and see the increase in channel sales you’re looking for.
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