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New Research Provides Model for Increasing Translation and Localization Revenue in an Industry of 25,000 Global Competitors

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					New Research Provides Model for Increasing Translation and Localization
Revenue in an Industry of 25,000+ Global Competitors

Report from Common Sense Advisory shows providers how to sell translation
from the top down.

Boston, MA - March 31, 2011 -- Many translation companies wrestle with
the question, "How do we boost our translation sales?" Simplistic advice
abounds ("Just hire more salespeople!" "Charge your clients more!" "Sell
to anyone who will buy!"). These short-sighted strategies typically fail
due to a lack of alignment with corporate strategy, according to a new
report from independent research firm Common Sense Advisory. The 45-page
report, "How to Drive Translation Sales," introduces a completely new
method of translation market segmentation that is based on Common Sense
Advisory’s localization maturity model (LMM).

"Buyers in many industry sectors are highly familiar with the
localization maturity model, and are using it to benchmark their
performance and improve their processes,"points out Tahar Bouhafs, Common
Sense Advisory’s CEO. "Using the model enables translation companies to
move away from selling commodity-style translation services, so they can
become a trusted provider of multilingual business solutions instead."

"Even the most well-trained, highly capable sales team is destined for
lackluster performance if the strategy that guides them is flawed,"
explains Doug Lawrence of Selling Translations®, who co-authored the
report. “We’ve seen many translation firms lose significant amounts of
money through poorly conceived sales strategies and ill-managed sales
teams. This report shows translation sales managers and business owners
how to avoid making the same mistakes."

In addition to the brand-new model for segmenting the market using
localization maturity, the report also offers:
* Industry averages for monthly, quarterly, and yearly translation sales
quotas
* Typical compensation ranges for translation salespeople
* Advantages and disadvantages of hiring industry veterans and newbies
* The six models of dividing up sales territories
* The financial impact of profit-based vs. revenue-based commission
structures
* Eight critical questions for defining a translation sales strategy
* Guidelines for aligning translation sales objectives with corporate
goals
* Sample financial goals and sales targets for companies in different
revenue ranges
* A checklist for creating sales targets that are realistic, time-bound,
and achievable
* Pros and cons of giving translation sales managers a quota
* The five stages of translation sales team companies go through as
revenue increases
* Advice on selecting industry verticals that align with corporate
strategy
* The "top section" of the translation sales funnel that companies often
neglect
* Evaluation metrics and tips on performance reviews
* A list of the most common reasons that translation salespeople fail

For additional information about Common Sense Advisory’s research, visit
www.commonsenseadvisory.com.

About Common Sense Advisory:
Common Sense Advisory, Inc. is an independent research and analysis firm
specializing in the on- and offline operations driving business
globalization, internationalization, localization, translation, and
interpretation. Its research, consulting, and training help organizations
improve the quality of their global business operations. For more
information, visit: www.commonsenseadvisory.com or
www.twitter.com/CSA_Research.

Contact:
Melissa C. Gillespie
Common Sense Advisory
Boston, MA
+1 760-522-4362
melissa@commonsenseadvisory.com
http://www.commonsenseadvisory.com

sales, ROI, management, translation, interpreting, localization,
strategy, benchmark, research

				
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posted:3/31/2011
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Description: Report from Common Sense Advisory shows providers how to sell translation from the top down.