State of Sales Spotlight 26 Channel Partners Extend Sales’ Reach Top Teams Take a Resourced Approach to Channel Sales Among salespeople at companies with While many sales teams agree on providing channel partners with resources, high-performing channel or partner programs, 72% say they’re teams are far more likely to value learning management systems and automated onboarding. important to their overall sales processes. Such strategies can extend the reach of core teams Percentage of Salespeople Who Consider the Following High Performers vs. into new industries, territories, and segments Channel/Partner Sales Resources as Important Underperformers without significant additional overhead. 86% 1.4x But as customers come to expect consistency Qualified leads 76% more likely across all interactions, sales leaders are 62% mindful to arm their partners with the 83% 1.8x right resources. Enablement resources 74% more likely 46% The majority of salespeople at companies 82% 1.3x with partner sales programs prioritize things Opportunity management 77% more likely like opportunity management resources, 64% marketing development funds, distributed 80% 1.4x marketing capabilities, and channel analytics. Channel analytics 70% more likely Yet high-performing teams diverge from 59% underperformers by also placing high value 80% 2.0x on additional resources — such as enablement Learning management system (LMS) 67% more likely resources, learning management, and 41% automated onboarding. 79% 1.3x Distributed marketing capabilities 70% more likely 63% 77% 2.4x Automated onboarding 60% more likely 32% 77% 1.2x Marketing development funds 72% more likely 62% Base: Channel/partner sales representatives High performers Moderate performers Underperformers OR sales executives and managers of teams using channel/partner programs