The Global Sales Management Framework

Posted by David Wallace on May 3, 2021

The challenge businesses face today is how to maintain standardization and consistency across their global sales organizations while providing local sales management teams the autonomy they need to drive sales and meet goals in their local markets.

Our recommendation: Create a global sales management framework that balances corporate home office responsibilities with local office responsibilities in four areas: culture, strategy, metrics and sales/territory management.

This framework is based on several assumptions. The corporate home office drives the corporate culture, branding, product offerings, goals and key global accounts. The corporate home office also provides support and coaching for the local offices to succeed. Each local office puts its local flavor on the corporate culture. More important, each local office creates the local strategy and executes it to achieve its assigned goals.

Wallace Management Group helps companies drive sales success both domestically and globally. We can help you answer the questions you need to ask to succeed.

Contact us at (203) 856-9400 or to discuss how we can help you drive sales domestically and abroad.