Hiring · Sales

How to hire sales people?

Alex

July 24th, 2020

Lets say your company operates in US, and now you want to expend internationally to other countries. what will be good way of hiring local d2d sales people?

Dane Madsen Organizational and Operational Strategy Consultant

July 24th, 2020

This is pretty vague - are you selling a product or service? I have no clue what "d2d" is - and I have a pretty good TLA file.


Your best bet, having done this on 3 occasions, is to get a local partner. Unless you are prepared to send you or a trusted employee to the site for 6 to 12 months to train and support the sales team, having our own sales people there at the outset, prior to validating demand in the market, is high risk.

Scott Greenberg Early Stage Sales Lead, Connecting Start-ups with Customers

July 24th, 2020

Alex - your best bet is to find someone to rep your product in an international market. You'll probably have to do a mix of retainer and commission as 100% commission deals don't generate great returns in my experience. The benefit of doing so is you don't have to establish nexus in foreign country and deal with tax consequences. Look for people with the words "software reseller", or "software representative" in their LinkedIn. Also, leverage your network to get recommendations of good resellers in local markets.

Paul Garcia marketing exec & business advisor

August 9th, 2020

Do you mean door-to-door? That's not abbreviated.

Unfortunately selling across borders is almost like starting a brand new company. Even across the US you cannot use the same strategies for every market.


In order to establish a foreign sales force you will need to go to these countries yourself and prove that you can sell your product. You will need to develop a marketing strategy and validate it for each locale where you want to be. And it will be your job to build and refine a sales process that will work locally in those other countries. All of this has to happen before you hire local salespeople who will be willing to work for you. Yes, entering a foreign market is expensive, like starting a new company expensive. You can't just hire sales reps in another country to figure it out for you.


The reason is that you can't just hire a foreign sales agency is because the risks haven't been managed yet. It's completely unreasonable to ask a foreign sales rep to take on 100% of the risk while you sit in the US and let them sink or swim. For taking 100% of the risk, I would expect almost 100% of the profit. And if you do find someone crazy enough to take that deal, you'll have no control over the quality of the experience they deliver under your name.


Sorry to say, but you'll probably have to go there yourself or send some of your current personnel to the other country to work on opening that market. That's just how managing risk and building a sales process for a new location works. It's very much the same as opening up a new domestic market. Selling in New England isn't the same as selling in a Midwestern market or the deep South. It takes experimentation and practice to refine your sales process for any new market.


If by some miracle you've sold nationwide under one process, imagine how much better you would be doing if you had actually taken the time to test and refine your process for the differences in various domestic markets. I'm sure you have different levels of performance in various states. There's a reason.