Building a Sales Team

Change How You Sell to Drive More Revenue

Posted by David Wallace on September 13, 2022

Over the last 20 years,  technology and the internet have changed how buyers buy. Rather than relying primarily on vendors’ sales reps for information about problems and solutions, products and features and how to get what they need to run their business, buyers have taken ownership of the process to manage their own time, do […]

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5 Reasons Why You Should Engage On-Demand Executives from TechCXO

Posted by David Wallace on July 12, 2022

On-demand executives have become more accepted in the marketplace. Even before Covid introduced fundamental changes to how we do business, companies were looking for efficient ways to access the expertise they need to grow their business when, and only when, they need it. Here are five reasons why you should engage on-demand executives from TechCXO. […]

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Process vs Initiative

Posted by David Wallace on June 9, 2022

Many clients I work with have developed processes to work efficiently and consistently. They have defined steps to ensure that work is done correctly and completely without missing any critical components. Work processes have been in place for centuries back to the when hunting groups learned to make spears and fishing nets. As products increase […]

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What Does a Sales Development Rep Do?

Posted by David Wallace on March 30, 2022

“What’s the role of a sales development representative?” “How does an SDR’s role differ from that of an account manager or sales executive?” In a nutshell, a sales development representative (SDR) focuses on the early stages of the sales process. The SDR owns the responsibility of filling your sales lead pipeline, qualifying leads to produce […]

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Great Sales Teams Need Great Tools

Posted by David Wallace on July 21, 2021

Great sales teams have great support! Support means more than just a good product, a phone list and a commission plan. Great support provides your sales team with the tools they need to sell effectively ­– goals, plans, training, systems, processes, and collateral, to name just a few. At Wallace Management Group, we work with […]

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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 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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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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