Managing Resellers
Turn your reseller network into a real growth lever — engage, motivate and upskill indirect channels to deliver consistent revenue.
What this program changes for your business
better-qualified opportunities
higher conversion rates
shorter sales cycles
AI-powered practice
Unlimited rehearsal on Skeells, instant feedback, realistic simulations tailored to your cases.
Field anchoring
Integrated managerial coaching, transfer to real customer meetings, progress tracking.
Sustainable practice
3-month Skeells access post-workshop to embed reflexes and measure skill growth.
Not a theoretical training. A rehearsal for real customer meetings.
- Filmed and debriefed role-plays
- AI simulations on your own scenarios
- Real cases brought by participants
- Individual action plans actionable on day one
Context
To grow revenue with a reseller, you need to be a good salesperson to convince them of your products' added value, but you also need to ensure they invest the necessary energy and skills to resell your products. This program integrates all the levers for engaging the reseller's salespeople, managers and leadership.
Objective
Who is it for?
- Channel managers and partner account managers
- Salespeople working with distributors and resellers
- Business development managers in indirect sales channels
- Any commercial professional managing reseller relationships
Program Outline
Bringing added value to distributors and growing results
- Understanding what distributors truly value from their suppliers
- Positioning yourself as a growth partner, not just a vendor
Building and following an effective action plan with resellers
- Structuring joint action plans with clear milestones
- Tracking progress and adapting plans as needed
Effectively involving the reseller's management
- Getting buy-in from the reseller's leadership team
- Aligning your strategy with the distributor's priorities
Defining objectives with a reseller
- Setting shared, measurable goals
- Creating accountability on both sides
Winning and developing clients with a reseller
- Collaborating on joint client acquisition
- Supporting the reseller's selling efforts effectively
Preparing and succeeding at joint client visits
- Planning joint visits for maximum impact
- Defining roles and expectations before the visit
Transferring competencies through joint visits
- Coaching reseller salespeople in the field
- Building their skills through hands-on practice
Developing a management-to-management operating model
- Building strategic relationships at the leadership level
- Creating a framework for ongoing executive engagement
Succeeding at meetings with distributor managers
- Preparing and running effective manager-level meetings
- Driving decisions and commitments from management
Succeeding at product launch meetings at the distributor
- Planning impactful product launch events
- Generating excitement and commitment from the reseller's team
Organising and succeeding at client events with the distributor
- Co-creating client events that drive results
- Maximising ROI from joint marketing activities
Training Format
- 2-day intensive workshop (14 hours)
- In-person recommended for role-play depth
- Maximum 12 participants per session
- Case studies, methods, model sheets, role-plays and debriefing
- Post-training access to Skeells platform for 3 months
Using AI in this sales skill
Concrete ways salespeople can leverage artificial intelligence to enhance this specific skill.
Reseller performance analysis
Use AI to analyse reseller performance data and identify which partners have the most growth potential.
"Here are my 15 resellers with their sales by product line, growth rate and number of trained salespeople. Identify the top 5 with most growth potential and recommend specific actions for each."
Joint action plan generation
Generate structured joint action plans with clear objectives, activities and timelines for each reseller.
"Create a 6-month joint action plan for a reseller who sells 60% of our product range. Include quarterly objectives, joint visit targets, training sessions and a product launch event. Add KPIs for each activity."
Management meeting preparation
Prepare agendas and talking points for meetings with reseller management teams.
"I have a quarterly business review with the managing director of our top reseller. Prepare an agenda covering: results review, competitive landscape, training needs, joint marketing opportunities and Q3 objectives."
Reseller training content creation
Generate training materials and product knowledge guides to help reseller salespeople sell your solutions more effectively.
"Create a 1-page product battlecard for our premium service plan that reseller salespeople can use during client visits. Include: key benefits, target client profile, 3 objection responses and competitive comparison."
Powered by Skeells
Learning continues with AI-powered practice
Interactive Podcasts
Podcasts on channel management, reseller motivation and indirect sales strategies.
AI Role-Play Practice
AI simulations of reseller interactions — practice joint visits, management meetings and action plan reviews.
This program is part of the Qwantiq sales transformation approach — combining expert sales training, managerial coaching and AI-powered learning through the Skeells platform.
Sales Programs
Explore all sales training programs
Management Programs
Sales coaching & leadership
Our Method
Sales enablement approach
Skeells AI Platform
AI-powered sales skills development
White Paper
The Great Comeback of Sales Coaching
To learn more about our vision of modern sales coaching, read our white paper: The Great Comeback of Sales Coaching.
Interested in this program?
Let's discuss how to adapt it to your team's needs.