Building a U.S. Sales Force

Hiring Sales reps first is often viewed as the quickest way to generate revenue when entering the U.S. market. It is thought that overhead in the form of local support can wait until Sales generate cash flow to pay for it. But that is likely to be counterproductive and costly. A better approach is to lay down the foundation that will allow the newly hired U.S. Sales force to be fully productive from Day 1.

This article provides tips on:

• Making your U.S. Sales force productive right away
• Figuring out how many Sales representatives you need
• Starting small without impairing the future
• Selling in a big market instead of a small one