Global Sales Management: 4 Overall Recommendations

This is the last in a series of posts on executing a global sales framework.

To balance corporate control with local autonomy:

• Implement a global sales management framework that clearly identifies the responsibilities of both the corporate home office and the local sales offices.
• Ensure this framework defines culture, strategy, measurement and sales/territory management at both the corporate level and the local level.
• Allow the corporate home office to establish the corporate culture, set financial targets and expectations, provide the engine to make the company run, and support and coach the local sales management teams.
• Give local sales teams responsibility for creating the local strategy to achieve the targets defined by corporate and for successfully executing the local strategy.

Wallace Management Group helps companies put in place the tools they need to succeed globally.