How a Sales VP Built a High Performance Sales Team in a Mature Market...On YouTube!
Xsys Print Solutions' Western Hemisphere VP of Sales and Marketing, Hank Malone, tells his success story on YouTube! In a short 4-minute video, he tells how Sales Growth Specialists helped him turnaround a three-year decline by challenging him to re-think the sales management processes and the sales culture.
Hank describes the collaborative effort in creating and executing a
world-class sales and sales management process.
But it's the results that are most impressive. Sales Hardball initially drove new business revenue growth 8.5% in a market that reportedly declined 2%. It continues to generate new business that is five to six times greater than the industry average!
Interestingly, Hank compares the challenge of shifting to a growth-oriented sales culture to achieving weight loss: "You can read a book and take a pill, but to get sustainable results, you need a workout regimen and diet change." He advises that if your sales force isn't producing the top-line results you need, the market share you think you deserve, or the profitability to meet shareholder expectations, don't accept excuses.
Because of the global impact of these initiatives, Hank's been recognized on an international level.
A key to Hank's success is his ability to effectively execute. According to authors of Execution: The Discipline of Getting Things Done:
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Execution is not something that does or doesn't get done. Execution is a specific set of behavior and techniques that companies need to master in order to have the competitive advantage. It is a discipline of its own. In big companies and small ones, it is the critical discipline for success now.
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I'd love to hear your response to Hank's comments! http://www.youtube.com/SalesGS
