Bill W. | Elance
 
176985602337900
Last Sign-in: Sep 23, 2011

Bill W.

Build your turn-key sales force infrastructure
   United States
  |   Palo Cedro, CA
  |  9:09 am Local Time

Resume/C.V.

A robust Sales Infrastructure is critical to successfully building high-performance sales teams.

Sales Infrastructure includes systems for turn-key recruiting, product/market education, sales skill assessment and training, and rapid deployment of sales tools and support.

Accountability, assessment and performance coaching based on pipeline flow and accurate sales ratios are enabled through contact management, reporting and tracking systems, distributed to the field via internet.

Infra-Sales can help you build your sales infrastructure with our proven methodology for developing:
-Value Proposition and Messaging
-Sales Process and Approach
-Customer Facing Presentations and Sales Tools
-Sales & Product Training Presentations
-Key Performance Indicator (KPI) Identification
-Performance Assessment Systems
-Performance Dashboard Design
-Customized Opportunity Tracking Systems
-Coaching, Mentoring and Training Frameworks

Find out TODAY what we can do for you!
Service Description
With over 25 years experience in building sales teams accross the U.S. Canada, Europe and India, I have the experience to help you design the infrastructure that will create easily duplicateable success across your sales organization.

A proven sales executive with more than 25 years of leadership and vision in sales and marketing management, with accomplishments in a diverse range of product and service industries including Employee Benefits, Web Services, Application Development, Enterprise Software, B2B, and B2C.

I have held key positions for companies local and international, public and private. Past titles include Regional Sales Coordinator, State Sales Trainer, General Manager, Area Sales Director, Area Channel Director, Director of International Sales Productivity and Training, and Vice President of Sales.

Entrepreneurial by nature, I have extensive experience in startups and turnaround management with market-leader corporations and have built local, national and international sales teams. I have consistently increased sales, expanded market share, reduced costs, and streamlined operations in a wide range of situations.

Skilled in all areas of sales management, I have consistently met and exceeded company objectives by achieving double-digit gains in revenues and profits. I have been successful in developing domestic and international operations and expanding into new industries and markets. My particular expertise is in sales automation and high-performance sales organizations.
Certifications
Sales Performance International
Certified Instructor - Solution Selling
Awarded: 2001
Tom Hopkins Training Team
Certified Facilitator
Awarded: 1989
Licenses
California Dpartment of Insurance
Life Agent License
Awarded: 2003
California Contractors State License Board
General B Contractor's License
Awarded: 1996
Education
University of Phoenix
BS Business Management
2004 - 2008
University of Phoenix
BS Computer Information Systems
2004 - 2008
Employment
Aflac
State Training Coordinator
2004 - 2007
Aflac is a F200 insurance leader with over 50M policy holders in 400k companies and 98% household name recognition. Joining Aflac in May 2003, I achieved national acclaim by winning top awards in every annual category, in just 7 months. I was promoted in February of 2005 to State Training Coordinator and tasked with developing web-based and live training on Aflac products, services, and sales methodologies. I created an assessment and coaching platform, customer-facing presentations and proposals, and ROI calculators. Aflac is considered one of the top 100 training companies in the U.S. by Training Magazine.
GlobalLogic
Offshore Business Development Consultant
2004 - 2005
In 2004, I contracted with GlobalLogic, a leading provider of offshore software product development (OPD) when annual revenues were $8M. Charged with developing a repeatable lead-generation system using outsourced personnel from India, I developed the approach methods, team, and infrastructure for this India-based inside sales team. Approximately 30% of leads generated in 2004 – 2005 came from the team which now generates 12-15% of GlobalLogic's $150M revenue today.
Versata
Director of International Sales Productivity
2000 - 2001
Reporting directly to the CEO, I assumed responsibility for sales effectiveness internationally at a time when the company was declining and the dotcom bubble had burst. I orchestrated companywide conversion to the Solution Selling methodology. Leading a cross-functional team of over 20 management staff including VPs from engineering, marketing, product direction and professional services, introduced sales tool kit and strategies for a complex multi-team sale with up to one-year sales cycles, defined sales cycle in terms of milestones, introduced systems to analyze and improve conversion ratios and decrease sell time. Created and managed implementation plan. Trained over 150 personnel internationally, including all sales, sales support, management staff, and executive team. The results included decreasing new-hire ramp time from 5 to 3 months, and increasing percentage of sales reps attaining President Club status by over 40% from 2000 to 2001.
Versata
Channel Partner Development Manager, U.S. and Canada
1999 - 2000
Turned around partnership division with innovative marketing and sales strategies. Analyzed and restructured entire partnership program and introduced benchmarks and standards for partner success. Developed 23 strategic partnerships in 18 western states and all of Canada and trained over 200 partner personnel in Versata technology, application and sales approach. Increased revenues from $240k to over $2.3 million in revenue the first year, making my region the fastest growing channel partnership organization internationally. Developed multi-million dollar sales volume by introducing solution-based sales training directly to partner sales organizations. Using expertise in strategic planning and company culture development, I assisted Versata’s Executive Committee in creation and adoption of mission statement, vision and core values initiatives resulting in the inception of a corporate culture communication strategy.
Award West Construction
President, Contractor
1996 - 1999
Founded sales operations in the residential construction industry, specializing in dual-pane window replacement. Hired and trained sales staff of 6. Produced first year revenues just under $1 million.
Immediate Results Workshops
Founder, President, Sales Training Consultant
1991 - 1999
Authored sales training workshops based on personal success experiences, and marketed it to low-tech and construction industries. Operating on a full and part-time basis over 8 years, I trained over 1600 sales reps for 36 companies in 5 states. Notable clients included Ford, Canon, Ricoh USA, Honda, Panasonic and Lexus America.
The Shake Doctor
VP Sales
1988 - 1991
Hired by the President of a one-office organization with only 10 sales reps, I was instrumental in taking the company to 50 sales reps and 5 offices in 2 years, making The Shake Doctor the largest residential roof restoration company in the U.S. at the time. Introduced telemarketing & telesales teams, direct mail, and canvassing campaigns offering free inspections. This resulted in a lead-flow increase of over 1000%. Revenues went from $700k to $9M million by year five.
Payment Terms
Payment terms are negotiable by project.
I prefer to use Elance Escrow Service for mutual protection of all parties.
Bill W. | Elance

Bill W.