The company hit a growth plateau and needed to rapidly increase sales to attain its long-term growth commitments to the Board of Directors and Investors. The business was 20 years old and required a fresh approach to the sales process and proper utilization of technology. However, the sales team lacked process discipline and a clear understanding of the importance of CRM technology for integrating marketing and sales efforts.
Mike began by evaluating the existing team to determine talent gaps, training requirements, technology deficiencies, process bottlenecks, and marketing opportunities. Then he ascertained the shortcomings and trained employees up or out of the organization and replaced them with stronger talent. Next, by identifying the best target market segments with marketing, finance, and operations input, he implemented a target customer profile tool that quickly identified strong prospects and eliminated poor prospects from the pipeline.
Michael Weinberg,
C-Level Executive
Lastly, Mike implemented a cross-functional review process to improve the quality of proposals, as well as instill certainty and confidence in the company’s ability to provide the services proposed. The net result was a 50% reduction in sales cycle time, a 295% increase in sales performance over eight years, and a more than 90% customer contract renewal rate.
“I have always believed that it requires an honest assessment of the business across its people, processes and technology to determine why sales are on a growth trajectory or not. All aspects of a business must be aligned with a well-defined focus to achieve exponential, sustainable sales growth.”, says Mike. But the most important piece starts with a growth mindset and a servant-leadership style that encourages people to embrace change. Growth always requires change and change requires strong leadership.
Watch full video interview below.
Contact Michael Weinburg via LinkedIn or his Career WebFolio.
ViewPoint© is a production of The US AT Work Network© and Stewart, Cooper & Coon, a Human Capital Strategies Corporation. Contact: Fred Coon – 866-883-4200, Ext. 200, for more information.
© 2004-2023 Stewart, Cooper, & Coon, Inc. All rights reserved. Limited to personal use and allowable only if this copyright message is left intact. Any duplication, alteration, or publishing of this content without express company permission is prohibited. Contact fcoon@stewartcoopercoon.com.
See also: viewpoint, experts, interviews, solving, problems, workplace, topics, focused, decision, executive placement, executive search