Salestransition Limited - Director 2010 - Ongoing
Director / Founder
Formed in 2010 to provide sales consultancy and sales management coaching to High Tech companies focused around cloud-based solutions and working in the Salesforce.com ecosystem.
Advantus UK Ltd
August 2014 - Ongoing
Advantus is a boutique consultancy specialising in working with companies to reengineer sales teams and improve performance through effective leadership and talent alignment initiatives.
Engaged with clients to help map their customer’s buying processes, define formal Sales Processes to align with the way in which their prospects buy. Helping companies to utilise sales methodologies to drive revenue, reduce time to sale, better qualify opportunities and tighten forecast accuracy.
Providing coaching for Sales management and individual contributors based around sales process and methodology adoption. Focus on pipeline qualification and management through to closing plans. Development of key metrics around performance management and sales velocity.
IS Solutions plc
Account Director (Interim)
October 2014 – March 2015 (6 months)
IS Solutions:- Managed largest corporate account Toshiba. IS design, host and maintain Toshiba Europe’s web presence. Explored new opportunities for revenue growth, cost savings for the customer, and to best positioned IS to be trusted advisor. Established 2015/16 Budgets and grew business by 10% from a base of £1.6m including new business wins.
QlikView – Big Data Analytics company (6 month assignment)
Engagement focused on tactical coaching of Inside Sales reps and Sales Management team.
Established an environment where shared practices and coaching ethos became the norm.
- Produced initial “Talent Audit” for all levels of staff
- Built and deployed Coaching Methodology to enable creation of a coaching climate
- Sat and observed all levels of staff
- Developed application to capture and share feedback the sessions
- Built core competency model for each sales role
- Also developed bespoke presentations covering such things as how to read financial information.
FPX Configure Price Quote Cloud Based Solutions – Salesforce.com partner.
Business Development Director EMEA (Interim) – 2 years
FPX had little or no traction in Europe following the purchase of assets from a company known as Firepond. So the initial brief was to forge new relationships with key Partners such as Salesforce.com whilst at the same time build a business pipeline sufficient to sustain the investment in a part time sales head, and support team.
·Developed Pipeline >$2.5m.
·Maintained Existing European Business with repeat orders c $150k
·Closed new business $1.5million (Target $1mill)
Fairsail Ltd Human Resources Cloud Based Solutions -Salesforce.com partner.
Sales Director (Interim) 6 Month assignment
A start up company with only a handful of sales successes (none signed during the prior 12 months) and no clear commercial direction. The dictate was to build a sufficient sustainable business to attract second round funding.
- Produced Qualified Pipeline of >£1,000k.
- Closed 3 New Customer deals totaling £200k.
- Signed first Global customer.
- Implemented salesforce.com successfully.
- Second round funding was successfully gained.