What are the best ways to create alignment and trust between sales teams and partners to ensure smooth co-selling? Are there any blockers/red flags I should watch out for?

The best way to create alignment between the sales team and partners is to ensure that both sides have a clear understanding of the value of their collaboration. When sales teams recognize how partners contribute to their success—and vice versa—it fosters stronger engagement and more effective teamwork. Choosing the right partners is essential. Partners should be carefully selected based on their ability to help the sales team achieve its goals rather than just broad market coverage. A fair and transparent partner program strengthens alignment by ensuring that both teams are working toward a shared objective, rather than competing against each other. Building trust and strong relationships is key. At the end of the day, sales teams will naturally work more closely with the partners they know, trust, and see as valuable allies. Encouraging frequent collaboration and open communication helps deepen these connections. However, challenges can arise—especially if the channel team and sales team are not aligned or have different priorities. This is why having shared OKRs and clear, measurable goals is crucial. When both teams operate with the same objectives and priorities, collaboration becomes more seamless, driving better results and long-term success.

5 Keys to Co-Selling Alignment & Trust: 1. Shared Goals & Metrics: align on KPIs like revenue, pipeline influence, and deal ownership. 2. Clear Co-Selling Process: use account mapping tools and define lead-sharing workflows. 3. Sales Enablement: train teams on product positioning, ICP fit, and joint playbooks. 4. Consistent Communication: hold bi-weekly syncs and use shared dashboards for real-time updates. 5. Trust & Accountability: ensure fast lead follow-ups, fair deal handling, and transparency. Red flags to watch for: - Misaligned incentives - Slow follow-through - Competing priorities - Data hoarding - No exec buy-in