Sales and Business Development ConsultingWe Help Grow Your Sales

Hired to revitalize an underperforming sales operation. Managed a sales team of 8. Reported directly to CEO.* Served as member of strategic leadership team, providing definitive analysis and decisive recommendations. Grew sales revenues and profitability. * Reorganized sales staff. Created systematic recruiting and interviewing process resulting in better hires. Set individual and team sales goals. Reviewed progress toward goals in weekly, quarterly, and annual meetings.* Initiated and implemented a ride-along program, participating in sales calls to provide feedback and mentoring to sales representatives. Conducted weekly one-on-one coaching sessions.* Managed trade show program, including staff scheduling, working the booth interacting with customers and prospects.* Drove sales and gross margins, driving growth and profitability.

Marketed, sold, and implemented Sandler training and coaching programs to corporate CEOs, company presidents, and sole proprietors. Reported directly to the President & Founder.* Self-generated, new business sales.* Implemented structured prospecting approach, making 30 telephone cold calls to C-level executives daily.* Attended 3-5 networking meetings per week building strong referral partners. Presented sales seminars for groups of up to 40.* Delivered classroom training as well as individual and small group coaching in advanced sales techniques. * Earned the “Rising Star Award” for above-quota sales and collection accomplishments in first 90 days. * Top producer with multiple Gold awards for generating and collecting triannual revenues of $80K-$125K.* Achieved “Heavy Hitter” designation for earning Gold Awards in 2 consecutive periods.

Led a profitable $8MM operation with 6-10 direct reports and total staff of 30 in sales, operations, accounting, and administration. Managed P&L and budgets. Reported to Regional Vice President.* Directed all aspects of sales process and channel management. Led in-depth discovery and sales processes to align company technology services with client needs and demonstrated return on investment.* Actively involved in all customer solution demonstrations, presentations and on 3-5 sales calls per week.* Transformed under-performing branch resulting in 18% increase in sales year over year, 2003 to 2004, and 38% increase Q104 over Q105. Improved rankings from 18th out of 38 branches in 2002 to consistent top 6 ranking during tenure in position.* Increased managed services take-rate to 78% of sales volume, ranking 4th nationally of 38 branches. Grew margins 7 points. Reduced Days Sales Outstanding (DSOs) 50%, from 15 to 8 days, ranked 2nd nationally.* Grew revenue through SWAT (Sell With A Team) approach. Instituted monthly branch meetings to boost accountability by reporting key wins, recognizing other business units, analyzing sales activities for improvement.* Fostered a consultative, solutions-driven sales culture for effective selling to C-level executives with complex business needs.* Conducted weekly one-on-one meetings with all reps to review “hot list” opportunities and provide coaching and feedback.* Ranked 4th in the 2007 “Branch of the Year” competition, ranked 4th of 38 branches based on 23 KPIs.