How do you handle underperforming channel partners?
Theme: Underperforming Partners Role: Channel Sales Manager Function: Sales
Interview Question for Channel Sales Manager: See sample answers, motivations & red flags for this common interview question. About Channel Sales Manager: Manages relationships with channel partners to drive sales. This role falls within the Sales function of a firm. See other interview questions & further information for this role here
Sample Answer
Example response for question delving into Underperforming Partners with the key points that need to be covered in an effective response. Customize this to your own experience with concrete examples and evidence
- Assessing the situation: I would start by analyzing the reasons behind the underperformance of the channel partner. This would involve reviewing their sales data, identifying any external factors affecting their performance, and understanding their level of commitment and engagement
- Communication & feedback: I would initiate open and honest communication with the underperforming channel partner. This would involve discussing their challenges, providing constructive feedback, and setting clear expectations for improvement
- Training & support: I would assess the channel partner's training needs and provide them with the necessary resources and support. This could include product training, sales techniques, and access to marketing materials
- Performance improvement plan: If the underperformance persists, I would develop a performance improvement plan in collaboration with the channel partner. This plan would outline specific goals, timelines, and actions required to address the underperformance
- Monitoring & accountability: I would closely monitor the channel partner's progress and provide regular feedback and coaching. This would involve tracking their sales performance, conducting performance reviews, and addressing any issues or obstacles that arise
- Reevaluation & decision-making: If the channel partner fails to meet the agreed-upon improvement targets, I would reassess their fit within the channel program. This could involve considering alternative strategies, reassigning resources, or potentially terminating the partnership if necessary
- Building strong relationships: Throughout the process, I would focus on building strong relationships with the channel partner. This would involve demonstrating empathy, providing ongoing support, and recognizing and rewarding their achievements
- Continuous improvement: Lastly, I would continuously evaluate and improve the channel partner management process. This would involve analyzing the effectiveness of strategies, seeking feedback from other stakeholders, and implementing necessary adjustments to ensure long-term success
Underlying Motivations
What the Interviewer is trying to find out about you and your experiences through this question
- Leadership skills: Ability to effectively manage and motivate underperforming channel partners
- Problem-solving abilities: Capability to identify root causes of underperformance and implement corrective actions
- Communication skills: Capacity to have difficult conversations and provide constructive feedback to channel partners
- Sales strategy: Understanding of how to realign channel partners with sales objectives and drive performance improvement
Potential Minefields
How to avoid some common minefields when answering this question in order to not raise any red flags
- Blaming: Avoid blaming or criticizing channel partners directly
- Lack of Accountability: Avoid showing a lack of accountability for the underperformance
- Micromanagement: Avoid suggesting micromanagement as the only solution
- Lack of Support: Avoid indicating a lack of support or resources provided to channel partners
- Inflexibility: Avoid displaying inflexibility in adapting strategies or approaches to improve performance