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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Have You Set Realistic Goals?

Posted by David Wallace on June 11, 2019

Effective businesses set goals and manage to them. When setting corporate sales goals, a company should first look at the market. What drives growth in each of the industries in which you sell your products? How much share does your firm have in each market? What are the competitive environments in your markets? Can you […]

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Home Page Testimonial – 1

Posted by David Wallace on February 24, 2019

“Dave … is dedicated to the team concept and will do anything to make his efforts for the team outshine the ones for himself. He is a highly effective manager because of his excellent analytical and people skills. His knowledge and ability to grasp concepts quickly and effectively allows him to assist others [to] develop […]

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