Many companies succeed by doing what has always worked for them… Until it no longer works. Markets change. You can too. Successful businesses define clear, measurable goals and develop strategies to achieve those goals. They plan and focus their team. Successful businesses target the right markets, the right customers and sell the right products and services […]
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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 […]
Read MoreSkills 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 […]
Read MoreTraits 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 […]
Read MoreGlobal 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 […]
Read MoreAre 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 […]
Read MoreGlobal 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 […]
Read MoreSales 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 […]
Read MoreThe 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 […]
Read MoreGlobal 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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