Blog

Welcome to “Top Line”

Posted by David Wallace on September 11, 2009

“Top Line” is directed to sales and marketing executives, CEOs, other senior management and entrepreneurs who are interested in managing and improving their sales and marketing functions.  Each week, I will share some of the experience I’ve developed over a nearly thirty-year career in sales and marketing management. Over the coming weeks, I will address […]

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Global Sales Management: 4 Overall Recommendations

Posted by David Wallace on June 8, 2021

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 […]

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Four Keys to Global Sales Management Success

Posted by David Wallace on June 1, 2021

This is the sixth in a series of posts on executing a global sales framework. Successful implementation of a global sales management framework requires respect, local autonomy, communications, and leadership. Respect Successful global sales organizations respect the local cultures in which they operate. Sales leaders in the corporate home office recognize the different cultures, values […]

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Global vs Local – Sales and Territory Management

Posted by David Wallace on May 25, 2021

A global sales management framework balances corporate home office responsibilities with local office responsibilities in four areas: culture, strategy, metrics and sales/territory management. Previous posts have highlighted culture, strategy and metrics. Now, let’s look at sales/territory management in the context of a global effort. Sales/Territory Management Corporate The corporate home office (or an office in another […]

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Are Your Revenues Growing… or Stagnating?

Posted by David Wallace on May 19, 2021

As companies grow, what’s made them successful in the past does not necessarily drive success in the future. I find companies reach an inflection point where, if they continue doing what has gotten them to where they are today, customers become harder to find, sales take longer to close and revenue growth slows. To recharge […]

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Global vs Local – Strategy and Metrics

Posted by David Wallace on May 17, 2021

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.  Strategy Corporate Guided by […]

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Sales Cultures – Global vs Local

Posted by David Wallace on May 10, 2021

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. Let’s look at balancing your corporate culture versus a local culture. Corporate Culture Corporate culture is key to defining a company. Certain aspects of corporate culture are […]

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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 […]

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Global Sales Management: Balancing Corporate Control with Local Autonomy

Posted by David Wallace on April 27, 2021

Technology and the speed of communications are driving global sales down to the local level. With the increasing speed of communications, information moves in near-real time between corporate home offices and local offices around the globe. Information also moves at light speed between local sales offices and customers, as well as within and between markets. […]

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4 Types of Selling

Posted by David Wallace on April 14, 2021

In my experience, there are four types of selling – transaction, relationship, solution and partnership. What type does your sales team engage in? Transaction Selling Transaction selling works well with simple, commodity products. Since the product is generally available from multiple sources and is indistinguishable from competitive products, the sale is made on price and […]

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Why Territory Planning?

Posted by David Wallace on April 9, 2021

Many sales reps and sales managers extoll the importance of territory planning. They toss around phrases like “know your territory,” “understand your customers” and, my personal favorite, “plan your work and work your plan.” However, despite the lofty talk, territory plans are rarely documented and less frequently reviewed and adjusted during the year. What are […]

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