Enterprise organizations increasingly rely on an extended network of partners, suppliers, distributors, and customers to drive growth and stay ahead of the competition. The most effective partner training programs evolve through a series of stages. Like scaling a mountain, each successive stage gets a bit more challenging — but the view (and the rewards) is exponentially better.
Partner training programs need to overcome the unique challenges of extended enterprise training. The Extended Enterprise Training Roadmap lays out the five stages extended enterprise training programs go through on their way to achieving higher and higher levels of impact.
A Self-Directed training program is the most basic stage of training. It’s designed to empower partners to take control of their own learning and development.
Provide partners with the resources, tools, and flexibility needed to acquire knowledge at their own pace, enabling them to effectively sell, service, and use the organization’s products and services.
Self-Directed training programs provide an environment to deliver training content. They also establish a foundation for more effective learning and development programs.
Learners must spend time and energy figuring out how to navigate the program and what training to complete. Generally, learners consume training content only “when needed” and seldom complete comprehensive training. This leads to incomplete knowledge transfer and skill development.
This stage builds on Self-Directed training. It builds a strong foundational understanding by requiring learners to complete prescribed role-based assessments, courses, and certifications.
Establish a consistent baseline level of knowledge across all partners. This comprehensive knowledge transfer ensures partners acquire a thorough understanding of how to sell, service, and use the organization’s products.
This stage builds on a Knowledge Acquisition training program by developing practical, hands-on skills that enhance partners’ abilities to sell, service, and support the organization’s products or services proficiently.
Equip partners with the practical skills necessary to perform their roles effectively. This ensures partners can apply their skills in real-world scenarios.
Skill Development training programs improve upon the benefits of Knowledge Acquisition training programs, taking them to the next level.
Stage 4 builds on a Skill Development training program by using those insights to continuously improve the program, which will take learners and training program to new heights.
Enhance the performance of learners by focusing on specific, measurable individual key performance indicators (KPIs), such as sales and fixed-first-visit rates. Improve individual performance, productivity, and efficiency through targeted training and continually improving the efficacy of the training program.
Accurately measuring and tracking individual key performance indicators (KPIs) requires reliable tools and consistent evaluation methods.
The focus of stage 5 training programs is to understand how staffing levels of “trained” learners impact partner performance. This stage builds on the Individual Performance training program by using those insights to take your partners to optimal performance.
Enhance the overall performance of partners by focusing on specific, measurable partner key performance indicators (KPIs), such as partner sales and customer satisfaction. Ensure that partners have a well-rounded mix of knowledge, skills, and individual performance levels across their teams to optimize partner performance.
Accurately measuring and tracking partner key performance indicators (KPIs) requires reliable tools and consistent evaluation methods.
Research shows that partner training is the most effective strategy to increase partner performance, but not all training programs are created equal. Different types of training programs have different levels of effectiveness.
If you are interested in predicting how your partners will perform, rely on training. Your partners will become more effective while increasing productivity, revenue, and profits. By following this roadmap and implementing each stage effectively, your partners will be well-equipped to drive growth and maintain competitiveness.