When creating a global sales management framework, a company must balance corporate home office responsibilities with local office responsibilities in four areas: culture, strategy, metrics and sales/territory management.
Last week I posted on balancing your corporate culture versus a local culture. Today, we take a brief look at strategy and metrics.
Guided by the company’s vision and values, the corporate home office sets goals and targets for the overall company and its local markets. The home office also provides the engine to make the company run. This includes product and service offerings, product roadmaps, the tools necessary to communicate and track information, CRM and ERP systems, financing, and technical and management support.
Each local sales management team creates the local strategy to accomplish its local goals — financial, market or product — and has the autonomy to execute the strategy.
The corporate home office sets and evaluates key performance indicators (KPIs) that measure progress toward achievement of goals: corporate, regional and local.
Each local sales management team develops key performance indicators (KPIs) to measure local progress against local goals, strategy and execution. The local team evaluates its own performance.
Next week, we’ll discuss sales/territory management.
Wallace Management Group helps companies put in place the strategy and metrics at both the corporate and local levels to be both consistent across the company and responsive to the local markets. We help you present your business so that you can succeed wherever you sell.