Technology needs to be good for the company   

When recommending technology solutions for clients, it’s easy to get caught up in the “product of the day” – the popular solutions that many customers want. But the most important thing a trusted advisor can do is ensure that their recommendations are truly beneficial for the company.  

Robert suggests thinking about whether the solution could save time, make processes more efficient, and free up staff to spend time on more valuable tasks. Advisors need to listen to customers and recommend things that directly reflect their needs, regardless of whether or not be the “product of the day.”  

Prioritize relationships by hiring great people 

Good professional relationships are what make the channel go round. To keep customer satisfaction and retention high, advisors should prioritize building great relationships with customers.  

One way you can do that is to ensure you’re hiring great advisors who have the integrity to recommend only the solutions that bring the most value to businesses.  

Avoid wasting time on admin when you could be selling  

Administering deals with customers is a vital part of the process. But if you have top sellers spending time on admin, that’s time they’re not spending on selling.

Robert says that a common mistake he sees in the channel is those top sellers spending time on tasks that others could do better. Hiring people to cover the admin side of things frees up sellers to do what they do best.  

If you’re running a business similar to Robert, that’s one of his top suggestions for maintaining a high level of ROI.  

For more tips and insights in the channel today, check out the full discussion with Robert.