I build winning sales teams for startups and established companies. I recruit, train and manage reps on an outsource basis so you can focus on product development and operations.


Market Realities
The recent economic shift compelled a large percentage of commission reps to seek security in salary or hourly jobs. The days when you could run a post, mass hire and let reps sort themselves out are over. Those days are unlikely to return and that's fine with me. Each individual rep is valuable and must be respected and supported. The competition for sales talent is more intense than for customers. Reps line up for salary jobs and sell you. You must line up for commission reps and sell them.

Selective
I get many requests to build teams. I select companies only if they have products that are salable with viable markets. Margins must be high enough to pay the reps for their talent, hard work and risk. Offering lead-generation support will attract good reps. If it's all cold calling then the upside needs to reflect that. Ultimately you must get reps to a sale fast or they will quit.

Engineered Sales
I create psychologically-engineered™ sales processes that make selling easy and fun. The old style talk-at-and-coerce method is ineffective and obsolete. I have found that a conversational approach that focuses on the prospect's agenda is orders-of-magnitude more effective. I can achieve significantly better sales results while protecting your brand and reputation.

Fewer Reps = More Sales
I often get requests to build teams with hundreds of reps. I find that what they really want is lots of sales. The former does not necessarily lead to the latter. Since a fraction of the reps do most of the sales and reps are hard to come by, the trick is to get the same or more sales with just a few reps. I accomplish this via an imaginative and effective sales process, training to get reps to change old habits and by using technology to amplify results.

I offer expert-level sales training and superior support. Reps want to be part of a winning company they can be proud to tell their friends and family about. I focus on creating an emotionally supportive environment. Cooperation within the team is encouraged and rewarded.

Growth Phases
1. Start-Up. Particularly challenging since there are more unknowns than knowns. I have developed ways to sell companies before they are recognized brands, before people care. You must sell the reps on the future without having what most ask for, metrics on the past. Prospects will ask tough questions you may have no answers for but need to create to get traction. Fewer than 1% of "sales managers" have ever launched a team from zero, let alone successfully over 90 times.

2. Ramp. Getting those first sales provides a base to get more. Success stories from early reps bring in more reps. Momentum once created requires focused effort to keep it going.

3. Sustain. It's all too common for companies to gain some success only to flounder and fail. They start to relax. I can prevent this by ensuring that rep comfort zones are continuously expanded. The price of success is eternal vigilance.

Success Process
I build more than just sales teams. I build a process to make your company successful as you define it. Here are the elements that can be employed to make this happen for you.


Tell Me Your Story
I invite you to tell me about your company and products on my Project Information Form. I will carefully review what you share and then contact you to see if I can help.