Learn to earn: Sales soar with a new channel partner certification programme

A telecom brand’s leaders knew that when channel partners have deep product knowledge, they can be a powerful differentiator. So they needed a better strategy to stand out on the sales floor. 

Encouraging channel partner education as a competitive edge

The brand’s leaders knew that DSRs’ confidence in talking about the products and services led to increased sales. Developing predetermined road maps to earn and maintain certification status created a career path for DSRs. The programme motivated them to participate in training classes and build long-term loyalty.  

Celebrating achievements with award points and certifications

A tiered programme required DSRs to complete the first phase of the certification process to participate. After qualifying, they earned points for every eligible unit sold. DSRs could also earn through short-term promotions on targeted products. 

Encouraging long-term programme engagement with tiering certification

Each of the three programme levels included a “road map” of required online and instructor-led courses. Each tier personalised awards to differentiate from other tiers.

• The top two certifications awarded plaques and payouts, including per-unit bonuses.
• Experts who sold 300+ units within the year they achieved certification earned an additional bonus.

Partnering across programme components to optimise expertise

The client designed and delivered the curriculum based on their product knowledge and business goals. Behind the scenes, our team provided communications, customer service, platform development and maintenance, and award tracking and fulfilment, ensuring prompt payouts. The client’s sales management systems sent us data files to measure all programmes and promotions, streamlining administration.