SalesForceXP magazine: March/April Coverstory: Learn & Earn - Microsoft Boosts Channel Performance Using Training Incentives

FEATURESTORY

Learn & Earn

Microsoft Boosts Channel Performance Using Training Incentives

Sales managers may feel that training is its own reward, but an investment could be wasted if that opinion isn't shared by the salespeople. Rather than fight them, many managers are opting to motivate their salespeople to embrace training opportunities by using non-cash incentives.

Microsoft maintains its competitive advantage by keeping its business-to-business resellers up to speed on new products and updated versions of existing software. UpSellUSA, a Seattle-based provider of online training, sales tracking and incentive program administration, created an online learning management system that allows Microsoft resellers to learn on their own time. Resellers earn points for completing competencies and passing quizzes that cover the high points that Microsoft wants its channel partners to use during sales presentations. These points can be redeemed for merchandise in an online catalog.

One training program run last year resulted in more than $7 million in product sales with an investment of only $100,000 for incentive merchandise, says UpSellUSA CEO Wendy Tinker. Resellers who complete the online courses have seen a 46% increase in average sales revenue over non-participants.

She emphasizes that the training that UpSellUSA produces for Microsoft is not just about using the products, but also how to sell the products. For example, it provides insights on the differences when presenting to an IT manager versus a C-level executive.

"Once the user gets involved in the training, they find that there is information out there that they didn't know they didn't know. They realize the intellectual, individual and financial benefit of understanding the product more deeply, but a lot of times it takes something to get them in the door," says Tinker.
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