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 […]
Read more...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 […]
Read more...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. […]
Read more...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 […]
Read more...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 […]
Read more...Over the course of my career building and managing sales organizations, I identified 8 keys to effective sales management. I’ve recently published them in my new book, The Sales Executive Handbook: 8 Essential Elements of Sales Management, available on Amazon. Each week for 8 weeks, I am presenting one of the elements. Element 2: Create Your […]
Read more...There are 8 Essential Elements of Sales Management Element 1: Establish Your Foundation Over the course of my career building and managing sales organizations, I identified 8 keys to effective sales management. I’ve recently published them in my new book, The Sales Executive Handbook: 8 Essential Elements of Sales Management, available on Amazon. Over the next few […]
Read more...Over the course of my career building and managing sales organizations, I identified 8 keys to effective sales management. I’ve recently published them in a book, The Sales Executive Handbook: 8 Essential Elements of Sales Management. How many of these elements does your organization really do well? Element 1: Establish Your Foundation – define your goals and develop a […]
Read more...I’m pleased to announce the availability of my new book, The Sales Executive Handbook: 8 Essential Elements of Sales Management. This book is available on Amazon in both paperback and Kindle (ebook) versions. The Sales Executive Handbook presents the 8 elements that are essential to building and managing a successful sales team. They are: Establish […]
Read more...Four B2B sales trends have developed during the COVID-19 pandemic. I think they are here to stay. Planning. Most customers and prospects are working from home, so it’s easy for them to ignore your calls. Many, if not most, do not want to see sales reps, even if they are working in the office. As a […]
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