I help companies improve the performance of their sales organization. I am an innovative sales executive, experienced in leading high- performance national and international sales organizations. Consistently meeting and beating quotas for growth and profitability. Millions of dollars of success partnering with major clients, including Bank of America, Chase, Aetna, IBM, United Health Group, Qwest Communications, US Navy, Motorola, IRS and Kaiser Permanente. Strategic leader in sales and global operations. Proven record of success with...
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Setting Sales is your fractional VP of Sales
Executive Support*Team Support*Customer Solutions
Scope and Situation Overview: Assess and measure the effectiveness of your current sales strategy. Identify opportunities that provide the foundation for sales turnaround performance. Develop action plans to launch and monitor the pursuit of key opportunities.
Sales Optimization Strategy & Recommendations: This is a three step process: i) are all areas of the pipeline appropriately populated to meet the desired outcome, ii) are there aberrations in dwell time in any area of the pipeline, iii) what immediate actions can boost the productivity of the pipeline?
Sales Pipeline & Forecast Management: Understanding and refining the steps of the selling cycle and their respective attributes, e.g., time, provide the foundation for monitoring, measuring and managing Sales Pipelines and Forecasts. Reviewing pipelines and forecasts at scheduled intervals keeps sales cycles progressing and accelerates close rates.
Effective Sales Compensation Plans need to be current with market conditions for On Target Earnings (OTE) and include parameters that drive successful sales behavior that should include revenue growth and gross margin preservation.
Incentive Programs that Modify Behavior: Design an incentive program that will give your organization the highest return on investment and enjoy the sales growth spurred by these programs.
Recruiting, Interviewing and Hiring Effective Sales...
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