Virtual Sales Teams: Fortune or Failure
Translation companies operating in more than one market typically have at least one sales person per location. But is this the ideal sales model or would a centralized approach work better? How can the manager ensure unified sales processes across diverse markets? Do local cultures influence selling techniques? If so, to what extent? Finally, which KPIs and metrics can be used to measure the sales team’s success? Inge will present a case study on Arancho Doc’s international sales team that consists of 9 sales people distributed in 4 offices across Europe. She will focus on the best practices that she applies and will discuss the advantages and disadvantages of managing and motivating a team at a distance.