Building a stronger relationship with sales partners, however, can create a stronger bond.Are SPIFF Incentives a sign for hard times or for all times? Photo by Simon Blackley.Ĭan SPIFFS generate sales? Yes, but. Sales workers expecting endless incremental increases to SPIFF payouts for selling your products may eventually reach a point where money isn’t enough to keep them attached to your brand – they’ll just go with whomever has the most interesting offer, struggling to say focused on your brand if a product falters even slightly in the marketplace. Create a positive end-to-end experience Fostering engagement within the sales channel comes down to more than just money. Channel management solutions provide options in both of those areas. Make determinations about how much and what type of training will most predictably drive the desired sales activity.īuilding strong relationships across the sales channel often depends on a blend of accessibility for users and visibility into how sales partners respond.Get feedback on which types of training content get the best results – even to the point of experimenting with different types of content and comparing sales data in periods shortly after the materials are released.
For example, you can learn if getting materials out well before a campaign is helpful, or if your partners tend to dial in only when the program really gets going.
#SAMSUNG SPIFF PROGRAMS FOR SALES SOFTWARE#
Channel management software platforms allow brands to: This makes training essential, but figuring out the best way to do it is possible only when brands are aware of the impact training has on sales. Brands must make that information digestible, provide answers to questions that consumers are likely to ask and ensure key specifications are easy to find at any given time. Getting accurate product information to sales partners isn’t enough. Streamline training How do you measure the success of channel training programs? Using digital tools to simplify and streamline incentive filing and payout processes can play a key role in keeping channel partners happy. “Sales incentives must be easy enough to access to make the effort worthwhile.” Incentive programs can motivate salespeople in the channel to go along with what brands want, but the benefits must be easy enough to access to make the effort worthwhile. It is much easier to find energy to work for an incentive payout that will arrive quickly. It is difficult to get motivated to work hard for a payout that will be processed over the course of weeks and not arrive for a couple of months at the earliest. In the end, it’s whichever one can get the payout to sales partners most effectively, which is the digital methodology. Conversely, if another brand requires paper documentation with specific forms to fill out, mail or fax, there’s a good chance sales associate will be less likely to file everything in a timely fashion or even bother to engage with the brand and its incentive program. Make incentive processes easy If one brand allows sales agents to log a sale using their smartphone and have that sale automatically trigger a SPIFF payout if program conditions are met, you can probably expect a positive response. Three ways to use a channel management solution to build stronger relationships across the channel are: 1. A sales incentive initiative is able to derive value only when channel partners are engaged, and fostering more connectivity throughout the channel fuels engagement. Building stronger relationships in the channel Getting more and better information from the channel becomes invaluable when it comes to SPIFF programs. Modern channel management tools change this by gathering data in digital formats, allowing for almost real-time communication between brands and indirect sales representatives. This meant significant delays between when sales were made and when brands could start responding to trends across the channel, making it extremely difficult to optimize and improve SPIFF initiatives. The processes that underpin sales incentive program management have long been fairly stagnant, as brands have relied heavily on paper-based records to track activity in the channel. To increase participation over the 'control' cash spiff sales incentive promotion, we created custom debit cards which were automatically loaded with the recipients awarded dollar amounts for eligible merchandise sales. Dear Valued Business Partner: I am pleased to announce the launch of the Samsung Team of Empowered Partners (STEP) program, which is designed for you to drive greater opportunities in partnership with us.
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