By Globalization PartnersMarch 2021
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This year, the International Monetary Fund projected global growth to rebound by 5.2 percent. This means 2021 is the perfect time for companies to develop international expansion strategies, and to consider building remote sales teams to support those strategies.
Why should you build an international remote sales team?
Contrary to the predicted global growth, an Oxford Economics study stated that nine out of 10 developed nations, will face a shortage of talent. This deficit will have a huge impact on a global scale, forcing industrialized nations to look for skilled talent in emerging markets, such as Brazil, India, China, and Mexico. According to the same study, half of the world’s college graduates come from these new talent hubs. While the predicted talent shortage will bring new challenges, it will also create these new opportunities.
- Access to new markets
Hiring international remote sales professionals means hiring local market experts who will make entering those markets easier. Leveraging their expertise and skill sets is important to succeeding in each unique business culture.
- A global talent pool
Remote work erases borders and enables companies to find skilled talent regardless of their location. This also means companies can hire remote employees in countries where labor costs are lower, allowing them to reduce expenses.
- Faster scalability
Having a remote sales team gives companies the capacity to reach out to prospects all over the world, the ability to increase sales efforts without having to travel, and the opportunity to close more deals on a global scale. Moreover, without having to travel, companies save valuable time that can be used on refining their global sales strategies.
- Better adaptability and flexibility
In-person meetings are time consuming, but the advantage of remote sales is that teams have the flexibility and adaptability to easily adjust to their customers’ changing schedules and availability. Remote global teams can also adapt to the evolving global work environment, which allows companies to face the marketplace challenges more efficiently.
- Solid business continuity plan
A business continuity plan is a system companies use to survive and recover from crises. Basing the plan around remote sales gives companies the chance to respond to a crisis faster, meaning that additional infrastructure or supply chains are not necessary.
- Reduced operating costs
According to Global Workplace Analytics, remote teams save companies on real estate, operations, and utilities expenses. These cutbacks are also reflected in tax savings.
- Increased productivity
In a survey conducted by Globalization-Partners, 31 percent of HR managers stated that productivity is one of the top benefits of global teams. Some companies have found that their remote sales professionals close 30 percent more sales than traditional sales teams.
How to build a remote sales team
Before hiring a sales professional or team, companies need to determine which markets or countries best suit their expansion strategy, goals, and needs. It is also essential to define guidelines to make the hiring process easier.
- Set up a hiring process.
Building a sales team remotely is more challenging than doing it in person, therefore, setting up a detailed hiring process is recommended. HR managers can start by dividing the process into manageable stages, which will help filter candidates, test their skills, and shorten the interview process.
- Define the ideal candidate profile.
Choosing the right candidate starts with defining a detailed profile. HR teams must create a clear and complete job description that includes the traits, skills, and experience their ideal hires should have, and how they can align with the company’s values and vision. It is also helpful to clarify the importance of having experience working remotely and of being motivated and self-driven.
- Hire experienced sales professionals.
It is essential to hire relatable and experienced sales professionals. Qualified sales representatives have the knowledge and expertise to implement sales strategies, capture leads, and close deals faster. Another advantage of hiring experienced sales associates is that it makes the onboarding process easier, and they require less training.
Hiring an international remote sales team on a global scale
Hiring a remote sales team often includes employing people who live in different countries. This means companies should be up to date on laws, regulations, culture, and best practices in the countries they are looking to hire in. Here are some key factors to keep in mind.
- Know in-country remote work regulations.
Remote work is changing the rules. It is crucial to understand the legal requirements in each country and be aware of any ongoing changes to the local laws and regulations.
- Adapt to local labor laws.
Besides remote work regulations, each country has its own labor laws. It is necessary for companies to study and understand them in order to remain compliant and avoid serious fines or penalties.
- Ensure payroll compliance.
Companies must ensure payroll compliance with local salaries and mandatory contributions to social security and taxes. Also, compensation packages must align with the costs of living of the location remote workers reside in. In addition, companies should consider how they are going to pay their remote teams.
- Establish clear written contracts and agreements.
It is important to draft clear employment contracts that meet the local rules, as well as non-compete and intellectual property agreements. These key contracts define and protect the company’s and the employees’ right and obligations, and help companies avoid legal issues.
- Understand cultural and geographic differences.
Working with diverse cultures and backgrounds not only requires understanding local customs, it also makes it necessary to learn about each country’s work ethics, and involve awareness of time zones, and language barriers. To have a successful team, it is vital to embrace diversity and inclusion, and to have open channels of communication.
Let Globalization Partners help you build your remote sales team.
Hiring a remote sales team can be challenging, but Globalization Partners is here to make the process easier. As an Employer of Record, we help you hire and onboard skilled sales professionals in over 185 countries.
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