Malone, whose previous background was primarily in operations, moved into his present position in August 2001, after the company restructured to strengthen its customer focus, which had waned due to significant merger integration issues. A sales-force development company, Sales Growth Specialists, helped him develop and implement the new sales-management process called “Sales Hardball.” Malone’s group actually grew its revenue from new customers by almost 8.5 percent in a market that reportedly declined 2 percent. He anticipates at least 8 percent growth for 2003, despite a relatively flat market forecast. Malone also credits “Sales Hardball” for shaving the typical large-customer sales cycle from 18 months to three or four months.

Sales Growth Associates President Danita Bye explains that hardball has changed the company’s culture. “Instead of permitting excuses, the organization demands uncompromising accountability and eliminates the right of the person to fail.”

The sales force agrees that the new system works. A 20-year veteran, who grew his new sales by almost a half-million dollars under the new system, was the first to contribute a success story to Malone’s monthly sales newsletter.

Despite the record, Malone says the transition hasn’t been easy. “The changes have been monumental. Sales Growth Associates has helped us change our product positioning to add value to our customers’ businesses, so our sales people, who mostly have a technical background, have become consultants. They’ve come a long way from previously focusing on personal relationships, where handling objections was difficult. In their new role, saving time and money are documented and virtually indisputable.

“In real estate, it’s location, location, location. In sales management, it’s commitment, commitment, commitment. We had top management’s commitment to support this process, and I had Sales Growth Specialists’ commitment as my personal coach,” says Malone.

About XSYS Print Solutions (formerly Akzo Nobel Inks)

The Narrow Web Business Unit of XSYS Print Solutions is the only global ink player who has dedicated resources fully focusing on Narrow Web customers worldwide. Narrow Web offers a full range of UV and waterbased products designed for the self-adhesive label and unsupported film market. Narrow Web provides local, personalized, technical support from 38 locations globally, well represented in the U.S., Europe, Asia, Latin America, and Africa. The Narrow Web group consists of approximately 360 dedicated employees.

About Sales Growth Specialists

With more than two decades of sales leadership and sales management expertise, Sales Growth Specialists helps CEOs and presidents fulfill their visions and achieve bottom-line results by developing and implementing disciplined sales management systems. SGS’ sales management offerings include sales management consulting, recruitment, strategies, compensation planning, development of salespersons, performance metrics and certification, training, and coaching for CEOs and vice presidents of sales in the development of a disciplined culture that fosters the creativity required for individuals to generate sales success.