Channel Journeys Podcast

Bart Fanelli: Moving from Channel Leader to Channel Coach

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Driving the transformation to a partner ecosystem strategy requires new skills and new conversations. How do you enable your CAMs, your sales reps, and your partners to behave differently, to work together in new ways? Bart Fanelli, CEO and Founder of Skillibrium, recently shared how leaders and managers can shift from command and control to coaching and collaboration in an interview with Karen Mangia. In today’s podcast, Bart shares how to apply his five step approach to turn channel leaders and managers into effective coaches to drive the ecosystem transformation.

KEY TAKEAWAYS

Here are the five coaching steps channel leaders and channel managers can use to execute your partner ecosystem strategy:

  1. Establish a role-based sales methodology baseline. Your baseline is the grounding mechanism for coaching. Be sure to include how to work with your partner ecosystem in one cohesive methodology.
  2. Ask the person you’re coaching for an outline of the problem in a simple framework such as “current situation, challenges occurring, desired situation.”
  3. Offer to schedule time to “strategize and determine our next actions” grounded on your baseline methodology. This helps determine the person’s willingness to be coached.
  4. Let the person you’re coaching lead the scheduled meeting and determine the appropriate actions. That way you’re developing the skills the person needs to do it on their own.
  5. Recap the meeting and who is responsible for the next actions and hold them accountable to the outcome.
    6. LINKS & RESOURCES
    • Connect with Bart on LinkedIn
    • Read Karen’s interview with Bart On How Leaders and Managers Can Become Better Coaches
    • Check out the X-Mentor interview of Bart on Designing GTM Growth
    • Get Bart’s book The Success Cadence
    • Sign up for the Murph Challenge
      • The post Bart Fanelli: Moving from Channel Leader to Channel Coach first appeared on Channel Journeys.
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