How to Build your Alliances Rolodex from scratch?

When a new sales person is assigned a territory or an account, there are expectations from everyone. If the team s/he is joining is a well run one, then chances are that a good handover has already happened and / or the CRM is updated and current. In that case it should provide all the connects to the incoming sales person. But this may not be the case many times and at least the data related to the connects with the AEs of the OEMs may be patchy.

In such an event the boss ought to know and guide the newly arrived team mate and point him / her to the appropriate OEM sales persons. Again in a QoQ world, where all the boss does is focus on BBC - Billing Booking Collection during reviews, it is likely that the boss is also not top of things about OEMs and alliances to be able to help or guide the newcomer. (OEMs are after all good for the award functions they invite you to or the conferences they do at exotic locations. :-) )

And that's where the unwilling-to-own-up, newcomer will look around and and land his / her sights on a team called Global Alliances and expect them to provide the connects and sometimes even the relationships.

For the person who operates from a base of #PadiHai, it is a no brainer on how to elicit this information and build the connections. In my video I have tried to cover this aspect on the HOW part of it. Hope it helps you.

#PadiHaiWithKG #GlobalAlliances #OEMs #SalesEnablement #Coaching

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