190: How to Manage a Sales Org Spanning Two Continents and Two Cultures

Billy Sheng, Head of Sales at Esper, joins Sarah Hicks on this episode of the Predictable Revenue Podcast.   Billy has a long history of working in sales, operations, and starting companies - he’s a Founder of Minyans. He still works closely with the University of Washington’s entrepreneur community - specifically the Birks center of entrepreneurship. He also did a stint at Apshi last year before it was acquired by Google. Highlights include: how Billy’s sales team subverts the ingrained saas structure (3:10), why he built his sales team in India (6:18), the outsourcing stigma (8:24), the financial gain (13:00), hiring abroad (17:55), what to watch for when building an intercontinental team (26:29), and how to manage it (33:15).   SHOW NOTES:  More on behavioural interviewing and finding the right person for the role, no matter where they’re based: How to Build a Top-Performing Inside Sales Team From Scratch   More on managing remote sales teams:  Running a Successful Remote Sales Team  Manage a large sales team virtually and build a kick-ass discovery process