Successful LSP Sales Hires: 2 out of 10

Conducting an unofficial query working with over 50 LSP’s in the past fifteen years and speaking to half  as many CEO’s, finding successful sales people is one of the most daunting challenges for LSP’s in the GILT industry…Why?  Good sales people are quite hard to find.  Past performance is not necessarily an indicator of future success.  Corporate culture impacts sales performance differently.  For every one good hire, there are usually 4-5 people who did not work out.  Also, there is a shortage of successful sales people.

Tips and Challenges for LSP’s Outside the US, Hiring US Sales People (Part 2)

Knowing and addressing the US sales person’s needs goes a long way toward  improving performance.  Specifically, the US sales person may need a budget for trade shows, laptop, client visits.  The sales person may require fast turnaround on quotes, immediate input and support on technical challenges.  The US person may want to get clear communication from upper management in terms of strategy, corporate direction and intentions.  Unfortunately, in many cases, they get none of the above. 

(see http://www.anzuglobal.com/images/CSNV9I4.pdf )

Tips and Challenges for LSP’s Outside the US, Hiring US Sales People (Part 1)

To be successful hiring a US based junior sales person selling translation services for an LSP  with headquarters outside the US, you want to match up your training and support strategy and capability with the right profile.  Said differently, if you cannot provide substantial training and ongoing support to your new hire, then do not hire a junior person who needs both.  What has been your experience?

Translation Sales Person--Making Yourself Invaluable

Currently we are working with multiple translation vendors from Asia and Europe who are looking to hire US sales people to gain in-roads in the US market.  

The challenges for global vendors trying to penetrate the US market are numerous:  relevant marketing materials, ongoing PR, competing without name recognition, leveraging connections outside the US, turnaround times for production requests.  

US sales people who can help with any or all of the above issues make themselves invaluable to an overseas vendor looking to enter the US market.