Blog

Knowledge Your Sales Reps Need to Succeed

Posted by David Wallace on July 6, 2021

In my last two posts, I’ve discussed the need to assess traits and skills when hiring new sales reps. A third factor is knowledge. Successful sales reps must know your company, products and markets. Knowledge is learned through training, experience and self education.  Typically, I place more emphasis on the candidate’s knowledge base when the […]

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Skills to Look for in Sales Reps

Posted by David Wallace on June 29, 2021

The skills every sales representative needs are basic selling skills: Prospecting Qualifying prospects Presenting Managing objections Closing, and Following up More advanced sales skills that should be developed in your experienced sales reps include: Solution selling Relationship selling Partnership sales Managing territories Managing customers Managing the competition Planning And so on Experienced sales representatives should have […]

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Traits to Look for When Hiring Sales Reps

Posted by David Wallace on June 22, 2021

When looking to hire sales representatives, there are three areas to evaluate in candidates, traits, skills and knowledge. This note looks at the traits you should look for. Sales representatives are the primary point of contact into your company for your customers.  Customers also tend to buy from people they know and like.  As a […]

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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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