How To Build A Sales Team In A New City

Are you opening a sales office in a new region? Sales recruitment in an unfamiliar city may sound like an impossible feat. Still, there are sensible ways to go about it and resources available to assist you.

From our sales recruitment experts, here are practical tips for building a sales team from the ground up. We explain how to expand your territory, build a sales team, and achieve sales success in a new region. We also mention proven employee retention strategies.

The CulverCareers team are award-winning sales recruiters dedicated to helping companies build strong, purposeful sales teams. We have an extensive network of pre-vetted sales professionals, active and passive candidates, in virtually every U.S. city. 

Expanding Your Sales Locations

What is the best way to expand your sales reach to new locations?

1. Understand the culture and the needs of that area. 
2. Diligently research your competition. Can you beat them? Do you have something unique to offer? 
3. Consider if there are more lucrative areas that you could expand into instead that make more sense, given the market climate for your products or services.

Building A New Sales Team

How do you enter a new market or area? The best way to build a new sales team is to hire locally. Sales professionals already based in the new location will have inside knowledge about what customers in that area need and how to cater to those needs to close sales quickly. 

Is this a completely new team, or can you send a successful salesperson to the new territory to lead an existing sales team? For a sales team to be successful, they require:

• A clear strategy and achievable goals.
• Data-driven decision-making.
• The necessary tools, training, and resources.
• An effective onboarding program for new sales reps.
• Formal coaching of team members to boost employee retention.
• A positive and supportive company culture.
• Sales professionals with the right talent and skills.
• Competitive pay and an incentive program.

What kind of people should you be looking for? The ideal sales representative should have strong communication skills (and be able to listen actively), deep product knowledge, a positive outlook, patience, confidence, resilience, resourcefulness, and the ability to build lasting relationships. They also need a solid understanding of their customers’ needs, plus character traits like adaptability, integrity, motivation, and passion. Rockstar sales reps can effectively navigate diverse and challenging situations.

Ensuring Success In Your Sales Team

To penetrate a new market, consider updating or changing product features or pricing. You may want to update your marketing campaign after analyzing your target audience and existing customers. You can also partner with another company or, if your budget allows, acquire another business in your industry to broaden your capabilities and customer base. Consider offering incentives and deals or special promotions to boost customer loyalty and pull customers away from competitors.

Once you have a market presence, focus on expanding your sales team, providing ongoing training, and strengthening your communication with the main sales team and corporate office.

Frequently Asked Questions

How do you plan where to expand your sales locations?

Your expanding sales location strategy should be built on robust market and competition research, considering any regulatory requirements for each region you’re considering. Review your financials to determine the cost and whether you’ll require outside funding. Consider adding to your sales team for maximum coverage.    

How do you build a sales team from the ground up?

Define your sales goals and determine the sales methodology and required skills. Develop the hiring process needed to attract and recruit the best candidates. Follow this with a robust onboarding process, where you set clear expectations, establish a competitive compensation plan, and regularly monitor performance. Provide feedback to ensure the sales team performs optimally and hits their sales targets.

In the future, prioritize continuous development and foster a supportive, collaborative culture. Recognize achievements to maximize individual and team productivity. These ongoing efforts should be a vital part of your employee retention strategies.

Expand Your Sales Map With CulverCareers

Expanding to a new area to broaden your market reach or navigating a sales team relocation can be challenging. However, we can help. With a nationwide network of highly skilled, pre-vetted sales professionals, CulverCareers can help businesses build an effective sales team in nearly any location. With over 40 years of expertise, we have successfully placed high-performing salespeople with the world’s top companies. 

Our sales development professionals acquire new business, develop new client relationships, and manage strategic sourcing and outreach. These are the right people to help companies expand their sales mapping into new regions. We also offer employee engagement consulting and guide businesses through effective employee retention strategies.  

Team up with CulverCareers exceptional sales recruitment, in a new city or right at home.