Our Work

 

Sales Organization 

Building and growing sales teams and sales infrastructure

  • Created sales organization for family owned business that included a head of sales, a sales management system, territory plans, and increased accountability.
  • Created sales organization roadmap for a digital publishing start-up company.
  • Designed new sales organization for housewares company, moving from a distributor network to a direct sales model.

Sales Management

Giving clients the tools to manage their sales teams effectively

  • Developed corporate strategy and provided short-term sales management to distributor of food additives in US market.
  • Created 180-day on-boarding plan to get new sales leader up-to-speed quickly.
  • Developed compensation plan that rewarded sales reps for focusing on strategically important products,

Sales Processes

Creating procedures and systems that enable teams to sell efficiently

  • Created and implemented “back-office” systems to manage technology company’s business partner relationship programs.  Systems enabled partners to register for programs, file claims for partner incentives (spiffs), report activity to client executives, and generate payments for approved claims.
  • Developed sales infrastructure including design and implementation of a deal tracking system that reduced time to price bids and prepare contracts by 70% while increasing volume of transactions 500% with no staff increase.

Sales Information Systems

Developing information systems that enable clients to manage sales organizations

  • Developed and implemented CRM adoption plan for distributor’s sales resulting in greater CRM usage and increased accountability.
  • Overhauled database of 1,000+ accounts enabling client to re-design territories and assign accounts appropriately.
  • Instituted metrics to track sales representative performance, sales and marketing program effectiveness, and other key performance indicators for a business in the industrial services sector.
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