Journal of Marketing and Sales Management

Authors: Mehul Vachharajani, Hiren J. Patel

Abstract: Purpose: This study attempts to examine empirically the performance factors of channel partners impacted by imparting sales training. Impact of sales training on key business indicators was examined. Design/methodology/approach: Channel partners were identified through convenience sampling. Their key performance data pre training & post training was taken. Findings: Results suggest empirically that Channel partner key performance parameters such as New SIM cards sold, Customer acquisition through Mobile No. portability and Gross sales are influenced by sales training. Research Implications/Limitations: Future research can include impact of sales training on other business parameters such as revenue and distribution reach. Also views from channel partners on perceived value of sales training provided to them can be considered. Practical Implications: Findings of the study can be useful for sales training organizations and consultants to show effectiveness of sales training in order to win trust of their clients.

Originality/Value: This research focusses on few key performance indicators of channel business such as gross sales and impact of sales training on them.