Building a Sales Operation in China

China is one of the largest opportunities on earth and one of the most demanding to operate in. I have built, hired, trained and managed sales teams in China, more than once and for several companies, and here is how to approach it without naive assumptions.

Is China actually your market?

The upside is enormous, but so is the complexity: relationships, local presence, regulation, IP concerns and a buying culture unlike the West. China is not a market you run from abroad. I help you judge honestly whether you are ready for it, then build it properly, instead of burning a year learning that you were not.

How Chinese buyers really buy

Business in China runs on relationships and trust built over time, often through the right local people and partners. Buyers want to know you are committed and present, not testing the water from afar. The process can be long and is rarely a single-decision-maker affair. Local presence, the right introductions and patience matter more than a polished foreign pitch.

What I build and run in China

• A local sales team and the right local partners, hired, trained and managed
• Positioning and an approach built for the Chinese buyer and local channels
• A local entity or partnership structure when the market requires it
• Tech support and customer service that fit local expectations
• The CRM, pipeline, forecast and accountability

How I would open China

Commit to local presence and the right people, invest in relationships, and respect how long trust takes to build. Go in with eyes open on regulation and IP. I run it hands-on, in the seat, with realistic expectations.

Common questions

Can you really sell in China without local partners? Rarely. The right local people and partners are usually essential, and I build and manage that for you rather than leaving it to chance.

Do you actually operate in China? I have built, hired, trained and managed sales teams in China hands-on, more than once and for several companies.

If China is on your map, let's talk before you commit to it.

Related: market entry, distributor and channel recruitment, tell me where you want to expand.