Key Attributes Needed to Manage a Team of Field Sales Professionals by Simon Broadway

21 November 2019

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Running a team of field sales professionals can be challenging, this doubles when it comes to managing a team across different countries.

It needs to be brought into the interview process so there is mutual understanding.

It must be part of your interview process, below is a few points to think about getting right when it comes to managing internationally.

Culture

• Different national holidays
• Taking August off
• Address someone formally in Switzerland
• Style of work – i.e. lunches in Spain

CRM

• Time zone
• Assessing activity
• Sharing of date

Hardware/Tech

• Simply, does it work and does it aim in saving or earning business.

Agreed minimums

• Do they have the talent or is it an effort issue, if you agree on minimums it sets the foundation.

Face to face

• Make the effort and spend time with them, guide and coach situationally.

Communication

• Very easy to use technology to support and solve issues at a moment’s notice
• Agree times to catch up.

Trust

• There must be an agreed level of trust.
• Without this, either you or someone else should find a new job or company!!!