How to Build A Profitable International Sales Channel

<p>#ZachSelch has helped build sales channels across 130+ countries. As a good Jewish boy he's built successful and sustained channels in Saudi Arabia, throughout Africa, Asia, the Americas and Europe. He's a true internationalist. Zach has recruited over 1000 partners for his employers and clients but he doesn't build a land army; he builds a special forces unit.</p> <p>In each market he generally only works with one partner, whether they are distributors, resellers or agents. He builds clear trust based contracts and clear expectations up front that he is in it for the long term, that the partner will get paid, operate with total transparency, and uncompromising integrity.</p> <p>He focuses his time on helping the partners to sell because no matter how good they are at installing a product, no one makes any money and the partnership will fail. Never assume that your partners can sell. Most can't. Most partners are plumbers - they know how to weld and cut pipes - it's your job to help them build a plumbing business. That means selling, building systems and processes, hiring the right people.</p> <p>Zach shares his partner onboarding process which is tried and tested. Familiarisation with the local culture is critical. Providing partners with short training videos is important because distributors rarely put much time into training partners on how to sell. This meant that Zach earned the right to mentor the individual salespeople,  helping them make more money because his job is to get the result no matter what it takes and not being distracted to maximise #TimeAvailableForSelling and #TimeAvailableForManagement.</p> <p>Stop hurting sales with the pointless, and add value each time you touch your partners' salespeople. Ignore this and you will reduce the time available for selling and they're highly productive you risk reducing the highly productive selling time to as low as 3%-7.35% of their time.</p> <p>Zach makes it his policy to help the careers of his distributor salespeople. Treat them like they are your ow