8 Entering new markets Once sales begin to flow, you can look to expand into new markets. But don’t rush to open new offices—doing that has a price tag, so ensure that there is demand first. Can you deliver using expatri- ate salespeople in your existing office or through one of the founders travelling there regularly? Follow a structured, checklist approach to entering a new market, as shown in the KPIs for sales growth graphic, to maximize your chances of success. 46