Strategic optimization: key to international business consulting

08/11/2024
Externa World

To achieve expansion in international markets, it is a priority to have an optimized commercial strategy as an essential factor to overcome the challenges and make the most of the opportunities for growth.  

Know the keys of international business consulting

For companies, expanding into international markets is an excellent opportunity to grow, but it brings important challenges to consider. A good business strategy allows the sales force to position the company and its products to reach customers in a meaningful and differentiated way. 

The design of an efficient sales force involves considering a number of key steps, such as: 

  • Setting of objectives.
  • Definition of effective sales strategy.
  • Sales force structure.
  • Management of the sales force.
  • Incorporating and integrating innovation and cutting-edge technologies into processes to power each sales business.

Sales force structure:

  • Territorial structure: Used when each sales representative is assigned a specific geographical area. Ideal for building relationships with the local community.
  • Product structure: Applies to complex and unrelated product portfolios. Here, sellers are directly linked to product research and development.
  • Market structure: It is suitable for companies operating in different sectors or market segments. Each sales team specializes in a specific market, efficiently promoting a product in that segment. However, it can be counterproductive if customers are geographically dispersed.
  • Complex structure: Used when companies sell complicated products to different customers in large geographical areas. In this case, the sales force structure combines the above mentioned structures. 

Throughout this process, we seek to optimize the sales operations of a company, identify its areas for improvement, implement customized strategies and provide tools to increase business efficiency and profitability. Therefore, this process involves planning, organizing, executing and evaluating, with the concrete and measurable objective of driving the economic growth of the business and achieving corporate competitiveness.  

For all this, in the expansion to international markets, an optimized commercial strategy becomes a key factor to overcome challenges and make the most of growth opportunities.  

International business consulting can be key to designing an efficient, well-structured sales force that is equipped with the necessary technological tools to maximize its reach and effectiveness in each market. By setting clear objectives, defining effective strategies and building a sales force adapted to the particularities of each region, companies can position themselves in a significant and differentiated way in a global environment. 

The combination of innovation, strategic planning and effective management enables companies not only to enter new markets but also to strengthen their competitiveness. International expansion, well guided by a solid strategy, boosts the business’s economic growth and allows it to stay ahead in an increasingly interconnected and dynamic market.