The Challenge
After acquiring a local sales team, a US SaaS company found Chinese sales productivity at roughly one-quarter of HQ’s level. Broad prospecting had taken the place of targeted selection. The client needed to understand the gaps in market analysis, account priorities and opportunity assessment behind the performance difference.
Our Approach
We compared the US and China sales processes, from target-account definition through opportunity progression. The analysis showed that the intelligence and judgement underlying HQ’s model had not been fully transferred. We developed a local prospecting methodology using public market and company information, supported by sales-capacity calculations.
The Outcome
The engagement translated HQ’s sales approach into a standardised target-screening framework for China. It gave both teams a shared basis for judging productive sales activity and prioritising opportunities. BizLinks delivered the diagnosis, framework and capacity analysis to support the client’s integration work.