What I offer
Setting up new / optimising existing outbound sales development team
Outcome: more qualified sales opportunities in the funnel.
- Recruitment of the right SDR manager
- Recruitment methodology for SDRs (mindset, coachability, culture fit)
- Establishing ‘command of the message’
- Maintaining consistency once ramped
- Preparing SDRs for promotion
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Radical improvement in forecast accuracy / professionalising execution
Outcome: a consistently accurate forecast with real-time visibility into every single opportunity.
- Create and maintaining a culture of total ownership
- Top-down process for leaders to assesseach sales opportunity
- Bottom-up process for salespeople to execute flawlessly
- Lower CAC
Sales Organisation Design
Outcome: a consistently fully staffed sales organisation with no open headcount and lower CAC (Customer Acquisition Cost)
- Designing the sales team structure for your business.
- Structuring inbound and outbound pipeline generation.
- Progression path - junior to senior to minimise attrition.
Sales Hiring & Training
Outcome: The right sales team, with the right skills for your business.
- Guidance, structure and follow through on setting up and executing the optimal sales recruitment process
- Implementing coachability assessments and using psychometrics tests to provide the clearest view of each candidate.
Sales Pipeline Optimisation
Outcome: A consistently accurate sales forecast and a fully skilled sales organisation
- Implementation of a simple deal analysis model to improve forecast accuracy
- Identify / remedy skills gaps in sales execution, so that managers can continuously train and coach to the specific skills.
Experiences
SVP International Sales & GM, EMEA&APAC for US growth company
From $30M to $45M. Member of the executive leadership team, responsible for management of international revenue . Stabilised, rebuilt, and professionalised a sales organisation of 60 post M&A. Grew revenue 30%.
VP Sales – EMEA for a US Startup
From $0 to $32M. Member of the executive leadership team responsible for all aspects of setting up the EMEA scalable sales organisation, including SDRs, new logo hunters and account managers. This was rare opportunity to build a high-performance sales team from scratch.
Private Pilot
Gained licence in 1998, and further ratings (night flying, instrument flying). As well as being a great way to unwind, the training has helped me in my sales career by enabling me to develop a habit of fixing problems at their root cause as well as overcoming human instincts to improve performance.
