10 Steps to Better Training Outcomes for Your Channel Partners (Pt 1)

• 4 min read

How to Engage Your Channel Partners in Your eLearning Initiatives and Drive Performance Pt 1

Your extended enterprise partners are an essential part of your team, even if they aren’t on the payroll. As such, it’s important to build a mutually beneficial relationship that involves trust and open communication.

One of the most effective ways to accomplish this is to provide these partners with the knowledge they need to seal the deal. They are representing your brand, which means that they deserve the same level of online training as your employees. In this two-part blog post, you’ll discover the 10 steps to increase product sales, drive performance and improve engagement across your channels through an effective eLearning strategy.

As all Learning & Development professionals know, a lot of work must be done upfront in order for employee training to be effective and impactful. The same is true when it comes to training your extended enterprise partners. You must first take the time to plan your approach. With this in mind, here are the first five steps – the actions you must take in advance of launching your eLearning initiative to your resellers, franchisees or any other partners.

Step 1: Set Goals And Expectations Early

Transparency and clearly defined goals are the pillars of a successful collaboration. For this reason, your eLearning program for your partners must possess these qualities so that everyone is on the same page. Before you develop your extended online training program, determine your core learning objectives and desired outcomes. Identify the role that partners need to play in the overall product sales strategy and how your online training can help them fulfill their obligations.

Step 2: Create Manageable Milestones

After you identify your goals, break them down into smaller milestones. This increases motivation and makes online training more manageable. It also gives you the opportunity to recognize your partners’ accomplishments on a regular basis. For example, you can reward their efforts or acknowledge their hard work after they complete a product knowledge online certification course.

Step 3: Develop Online Training Standards To Ensure Consistency

Every member of your extended sales team should be held to the same standard, which is why it’s essential to develop online training guidelines and protocols to ensure consistency. Standards also allow you to hold your partners accountable so that there aren’t any surprises. For instance, clearly outline how you will handle poor performance and how partners will be expected to remedy any performance issues should they occur. Online training standards may also specify how much online training is required and which online resources are available.

Step 4: Motivate Through Your Online Training Program

Some of your partners, resellers, and franchisees may need a bit more incentive. However, you still want to fuel their intrinsic motivation instead of relying on extrinsic rewards. Gamifying your online training program is one of the most effective ways to increase active participation. Plan to offer incentives to motivate and reward their efforts, and let them know about the opportunity they have to collect these badges, points or certificates. Another option could be to incorporate leaderboards, tapping into the power of friendly competition.

Step 5: Involve Partners In The Online Training Development Process

Your partners should play an active role in the online training process from day one. This includes the design, development and testing of your online training materials. Before you launch your extended online training initiatives, invite your partners to test the online training and provide feedback. You can also conduct surveys, interviews and focus groups to identify their needs and preferences. Their input not only helps you improve your online training strategy, but lets them know that their opinion matters and that your organization cares about the feelings and expectations of its partners. As a result, your extended sales channels will go above and beyond to uphold company standards.

As you begin to plan your strategy for extended enterprise eLearning, remember the points above. Online training technology gives your sales channel the resources they require from anywhere in the world, but they are more likely to take advantage of this training technology if they are made to feel involved in the planning process.

Finally, make sure you stay tuned for part two of this blog post, where we’ll talk in more detail about how to execute effectively on your plan!

Discover for yourself how Docebo can support eLearning for your employees, partners and your entire extended enterprise. Start your free trial today!