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 […]
Read MoreHome 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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