Preparing Your Sales Team to Go Global

Small businesses aren’t all “mom and pop” shops anymore. Many are now internet-driven, global phenomena with customers all over the world. In fact, 58 percent of small businesses already have international customers, and 72 percent are focusing on expanding their international customer base before the end of 2016.

But it takes more than a simple commitment to growing your company’s potential to actually profit from global expansion. While most companies recognize the importance of overcoming language barriers, for example, other important requirements often go unheeded.

If you want to profit from an international customer base, you need to turn your sales teams into lean, mean, global revenue-driving machines. Here are three steps you can take to do just that:

1. Face-to-face interaction is rare -- train your team to build virtual relationships.

Eighty-five percent of executives think online meetings with prospective customers are less effective than those conducted in person, and 63 percent feel the same about virtual interactions with existing customers. But that disparity is unacceptable when you’re on a global scale.

Establishing rapport and trust with clients is essential to sales success, so your teams must intentionally structure virtual meetings to foster those relationships. Each meeting should start with a catch-up type of chat, and using first names is a must. Teaching your salespeople how to employ a more personal touch will go a long way toward building confidence in your salespeople.

Read More: https://www.entrepreneur.com/article/283558
Related Article: Tips For Conducting Business Globally