Talent Acquisition and Management
Onset Global principals and consultants have extensive experience in building an effective sales team, and a wide network of contacts, especially in Financial Services and Technology, IT Services, and the Automotive Suppliers. Onset Global supports your growth strategies with
- Relocation and support services for expatriates
- The creation and maintenance of a pool of qualified candidates
- Recruiting assistance, pre-selection and screening
- Development of competitive compensation and benefit plans
- Sales training
International companies may be tempted to staff their US operations with successful foreign nationals. Expatriates may be needed initially to establish the operation, train local staff, and to support more complex products. But success in the US requires knowledge of the markets, business culture, and most importantly a “rolodex” – contacts and established relationships in the target industry.
A key success factor for an international market entry is the adaptation of sales practices and compensation plans to local business customs. The US cultural focus on individual achievement and short-term gratification must be reflected in the compensation plans of the subsidiary leadership and sales force. To attract competent sales people to a new market entrant may require some bridge plans (e.g. a draw on future commissions), signing bonuses, a higher base salary, and/or bonuses for the achievement of strategic objectives.