Success Stories

Coaching Executives to Excellence

​

Tom’s Company — Distribution

 

A $67,000,000 distribution company specializing in the custom fulfillment of marketing collateral and POS material for Fortune 1000 clients with extensive number of branch or retail outlets.  Company has 12 facilities across N. America and a sales team of 16 individuals. The CEO also serves as head of sales.

​

• Built a sales culture by bringing energy, camaraderie and passion to a fractured sales team; created an environment with a laser-focus on accountability and results.

• Kicked off relationship by conducting a series of intense, high-energy Sales Coaching sessions on New Business Sales Basics & Methodology

• Helped sales team define target accounts, sharpen the sales story, improve proficiency on the phone and live sales calls…

• Created Business Plan Templates and had individual salespeople write and present business plans to peers and senior management.

• Served as “Chief Whisperer” in CEO’s ear; brought truth and candid feedback from the field (customers and salespeople).

• Planned and facilitated regular quarterly sales meetings for N. American Sales Team.

• Reduced headcount while upgrading talent level – assisted with the screening, testing and interviewing of new hires.

• Introduced new sales reports; created customized pipeline and monthly sales scorecard.  Coached individual salespeople in the field and by telephone.

 

Year 1: increased closed “new business sales” from prior year’s ~ $10M to almost $17M; earned significant bonus from client.

​