Learn about the Certificate in Channel Sales Management.

Take a free trial of the Certificate in Channel Sales Management.

Are you seeking new ways to develop your channel sales career? The Certificate in Channel Sales Management is a dedicated course for channel sales training. This 10 module course covers the fundamentals that every channel sales professional needs. It is made up of 10 separate modules with an exam at the end, is 100% online and takes approximately 20 hours to complete. 

The Channel Institute is an industry-wide initiative within the global technology sector to standardize and advance the channel sales profession. Our certificate courses are industry accredited by an Industry Advisory Council, which is comprised of the most senior channel leaders at the world's largest technology employers.  

The Certificate in Channel Sales Management is a channel management training course that provides a strong foundation in the core concepts of channel sales management. This qualification proves to both current and future employers that you have the knowledge they need to be successful in channel sales.  

This channel sales training course is ideal for those new to channel sales. Many channel sales executives come to the profession via nside sales roles. Without formal training in channel sales they are immediately at a disadvantage. This course provides them with an in-depth understanding of both the fundamentals and best practices in managing and developing channel partners. From industry terminology to learning best practices in everything from partner enablement and development to channel recruitment. 

This course has been developed specifically for:  

• Channel Sales Managers at vendor companies seeking additional channel sales training.  
• Those new to channel sales, or those applying for channel sales jobs for the first time.  

“The Channel Institute is a great way to unify channel thought leadership from across the technology industry worldwide, driving best practices in channel management and channel marketing.” Sukhdev Singh, Senior Director, Channel Programs & Part&erships. Microsoft  

“The Channel Institute is driving the development of best practices in technology channel marketing worldwide. This is particularly important for technology resellers that are competing in crowded markets.” Iliyana Stareva, Head of Global Partner Program. Hubspot  

“The Channel Institute is a really interesting initiative to pull together the best practices in channel management and channel marketing from across the technology sector". Mike Walker, Head of Channel Development EMEA. Lenovo  

“The Channel Institute is a compelling approach to developing the channel profession worldwide. I am delighted to lend my knowledge to help the Institute build channel best practices to progress our profession.” Thomas Jensen, VP, Head of Worldwide Partner Sales Strategy. HP  

The Certificate in Channel Sales Management course is structured as 10 separate training topics as follows: 

Module 1: Foundations & Terminology Discover the fundamentals of channel sales management, key concepts & terminology.  

Module 2: Partner Recruitment

Learn about ideal partner profiles, assessing new partner candidates and preparing to "Onboard" partners.  

Module 3: Onboarding & Enablement Get an introduction to the Onboarding and Enablement processes. Learn why these aspects of channel sales training are critical to the success of your partner program.  

Module 4: Partner Business Plans This modue focuses on training for joint business planning. Review best practices in holding all parties accountable for success. Understand the business impact of adapting plans over time.  

Module 5: Channel Incentives Understand the key concepts behind channel incentives. Review the most commonly used incentive types. Learn how to improve the effectiveness of your incentives.  

Module 6: Partner Positioning This training module helps you to discover the importance of helping your channel partners carve out their own niche. Discover tools to help create an effective market position.  

Module 7: Partner Marketing An introduction to the basics of channel partner marketing. Learn how to help your partners develop more effective market segmentation and targeting strategies.  

Module 8: Opportunity Management Review the key concepts of opportunity management. Master the basics of deal registration and lead management.  

Module 9: Channel Data Discover the fundamentals and best practices in channel data management. Learn the data priorities and the consequences of poor data management.  

Module 10: Channel Relationships Every channel sales training course needs to address the importance of relatinships. Learn how to master the basics of relationship management and mitigating channel conflict. Learn how to build partner loyalty and strong partner relationships.  

Learn who is on the Industry Advisory Council here: https://www.channelinstitute.com/industry-advisory-council 

Most channel employers already have a volume purchase package organized with the Channel Institute to upskill their channel management teams so before booking, check with your Manager or HR department.  

Do you have questions? Just drop us a note on info@channelinstitute.com and we will respond within 48 hours.  

Other Courses:  

Certificate in Digital Co-Marketing. What are the best practices for digital co-marketing between vendors and resellers? What does the research say is most effective for SMB resellers? This course provides channel professionals and technology resellers with best practices that deliver a competitive edge in digital marketing.  

Certificate in Channel Marketing. The Certificate in Channel Marketing will help you master the core concepts, frameworks and tools of channel marketing. Whether you work with a vendor or a reseller company, this channel marketing training course will enable you to build co-marketing campaigns based on best practices worldwide.  

Certificate in Business Transformation for Technology Resellers. How can technology resellers successfully transition from "on premise" business models to cloud-based subscription ones? What are the best practices worldwide? 

Corporate Training in Channel Management: 

The Channel Institute can also provide custom training on many channel management topics for a company’s channel teams or channel partners. Our focus is typically on topics such as channel management and channel marketing training courses.  

Our channel management training can take many different formats: • In-person classroom training at your location or ours. • Online, webinar-style training. • Hybrid versions customized to your needs.  

Sometimes channel partners need to simply hear a different voice from a recognized authority. The Channel Institute provides speakers for channel marketing and channel partner events, and provide other support as required. 

CERTIFICATE IN CO-SELLING In 2019 we plan to launch the Certificate in Co-Selling which will focus on best practice co-sales techniques between channel managers and channel partners.  

If you would like to be notified when the Certificate in Co-Selling is launched please add your contact details below.