Channel Sales Management

Channel Sales Management

Building the Capabilities of Partnerships

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Channels are the backbone of a Successful Business; Nurturing channels is mandatory for business growth.

Workshop Facilitator’s Background (Dinkar)


Years In Sales Management


Business Professionals Enabled


Companies Coached


Years in Sales Performance Consulting

Channels bring life to your brand

We live in an interconnected world; the companies will grow well if our channels are successful. For the same purpose, In-depth Business planning and impeccable execution is the crux of channel management. Developing better business equations with channel owners, gaining customers’ voices, and building business strategies are essential to channel sales.

Culturally, we must train our sales and business development teams to build channel-centricity. Such programmes need the keen involvement of sales leadership to make good things happen for our channels.

Four Key Questions for building a robust Channel Management practice

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    How do we educate the channel partners about improving their business’s ROI?

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    How do we sustain the interest of channels to grow our business through them?

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    How do we build the future readiness of channel partners?

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    How do we inspire our channel partners to build our brand together?

The Four Pillars – Components of Channel Sales Management Programme

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    Demand Generation: How do we generate demand through channels? What activities are needed to liquidate stocks from time to time? How do you build accurate sales forecasts? How do you plan to avoid dead stocks?

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    Building Business Acumen: How can you create a sense of urgency around receivables? How can you stay firm on the financial aspects of the business? How can you develop business acumen for a portable business? How do you create financial discipline? How can you manage costs? How can you reduce wasteful efforts?

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    Conflict management: How can we be assertive in our dealings? How can we build healthier relations? How can we groom the right channel partners?

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    Territory market share and analysis: How can sales data be used to analyse and act? How do you plan your sales efforts to achieve the desired sales results? How can deeper connections be made in the marketplace? How can a business be grown with a targeted focus on sales KPIs?

Benefits and Takeaways of the Channel Sales Management programme

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    Better return on efforts

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    Stronger market presence

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    Better sales growth year-on-year

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    Structured approach for Business planning through channels

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    Positive word of mouth

Short Term vs Long Term Sales Training Program


How do we build partnerships that become stronger and better with the passage of time?

Channel Management is about relentlessly finding the right partners and nurturing them with all the required care and concern. Invest your attention to build a robust channel network.

Past Projects – Enabling Sales and Leadership Capability with Business Growth – Experience snapshot


Personal Consulting Experiences of the Founder (Dinkar Rao) – Some Projects

3i infotech
Barry Callebaut
Indian Oil
move in sync
Konica Minolta
Business Coaching Engagements (Some Examples)

About the Facilitator

Dinkar Rao

Dinkar Rao has supported the goals of more than 14000+ professionals from Foreign MNCs, Indian MNCs and local SMEs. He has done senior management assessments and selections for top-notch organisations. He has been involved in many international and domestic people enablement initiatives. Dinkar Rao has been involved in various strategic initiatives for long-term Sales Organisation development.

Dinkar Rao has coached more than 300 companies. Dinkar has personally handled many critical assessment centres for different layers of management from large and small businesses.

Dinkar Rao’s Background

More than Twenty-five (25) years of exposure in Sales Management and 15 plus years in Sales performance Consulting. Dinkar Rao has hands-on experience in sales because of his deep interest in the sales career.

Dinkar Rao was part of Mercuri International (Sweden Based MNC as a Senior Consultant), Mercuri Urval (Denmark Based MNC as a Senior Consultant) and Better Future (Nederlands-based MNC as their Managing Director for Asia)

M.Tech (Mineral Engineering, Indian School of Mines- IIT Dhanbad), PGDBM, Leadership Capability Assessor, LIFO Coach, Belbin Coach, Celemi (Business Simulation) Certified Coach, ICF Certified Life Coach, Doctorate in Management studies.

Dinkar is a Member of the Mindfulness Association (UK)

Dinkar Rao is the founder of Groval Euler’s, Kabir Learning Foundation and Groval Selectia

Certified Coach (SUCCESS CONVERSION COACHING™) – Accredited by CCA and ICF

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    Are you a Managing Director/ CEO/ CSO/ HR Head of a company?

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    Are you heading Line of Business (LOB) and managing it’s P&L?

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    Do you want 90% of your sales team members to achieve their sales targets?

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    Do you want excellent customer satisfaction scores, consistently for your services?

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