Episode 65
Paul Schroeder & Lucy Nguyen
ChannelAssist
Enabling Sales Success by Driving Action



On this episode of MSP Business School, we’re joined by Paul Schroeder and Lucy Nguyen, Account Executive and Content Marketing Specialist at ChannelAssist, a company that provides end to end development and management of channel engagement and incentive programs.
About This Episode
On this episode of MSP Business School, we’re joined by Paul Schroeder and Lucy Nguyen, Account Executive and Content Marketing Specialist at ChannelAssist, a company that provides end to end development and management of channel engagement and incentive programs. Paul and Lucy share excellent suggestions on how to incentivize behaviors with your sales team in order to increase revenue and how ChannelAssist helps companies create these programs.
1:42 – Paul and Lucy give us brief backgrounds on how they ended up at ChannelAssist.
5:45 – Paul dives into the four pillars ChannelAssist uses to build their programs to incentivize behaviors in a company’s front line: its sales people. He stresses the importance of resonating with someone’s values and needs in order to achieve success.
9:46 – Robb asks Paul and Lucy to further explain how they bring up underperforming salespeople and drive desired behaviors to increase revenue.
12:52 – Lucy walks us through an award-winning incentive program they developed for HP. Paul explains how they pinpointed a subsection of underperforming partners that were leaving money on the table and created a program that dramatically changed behaviors, ultimately growing their revenue by 200%.
16:38 – Tim takes the angle of the salesperson looking only at larger sales and forgetting that base hits add up to points scored. They discuss the use of gamification in different applications and how properly educated and incentivized salespeople will always close larger deals more often.
21:18 – Paul shares how companies can determine whether they should engage with ChannelAssist and how to assess what ChannelAssist could do for them. He closes with the reminder that salespeople own the relationships with clients, and incentivizing them to provide feedback on accounts creates more transparency in the sales process and aids the owner in better running their business.
Related Episodes
Chris Johnson – Gaining Trust with Security Trustmark
Episode 138 Chris Johnson, CompTIA Gaining Trust with Security TrustmarkHosts Brian Doyle Tim McNeil Robb Rogers Guests Chris Johnson CompTIA Share Episode Instagram Facebook LinkedInAbout This EpisodeChris Johnson is a cybersecurity compliance...
A-Jay Orr Building Opportunity for Veterans in Transition
Episode 137 A-Jay Orr, Simple Plan IT Building Opportunity for Veterans in TransitionHosts Brian Doyle Tim McNeil Robb Rogers Guests A-Jay Orr Simple Plan IT Share Episode Instagram Facebook LinkedInAbout This EpisodeA-Jay Orr, the founder, and CEO of...
EP 136 Roundtable – Five Things on the mind of CIOs in 2023
Episode 136 Roundtable Five things on the mind of CIOs in 2023 Know more about the five things that are on the mind of senior CIOs and MSP experts this 2023Hosts Tim McNeil Robb Rogers Brian Doyle Share Episode Instagram Facebook LinkedInListen on your favorite...