Sean Ballance Career & Personal Summary Sean Ballance-Summary
Who is Sean? <ul><li>Competitive, driven, leader with integrity </li></ul><ul><li>Proven, broad experience in sales, sales...
Experience <ul><li>Sales & Sales management, recruiting, hiring, promotion of team </li></ul><ul><li>Operations –  zone ma...
How to Deliver <ul><li>Protect high end customer base – communication & understanding  </li></ul><ul><li>Know hospitals / ...
30 Day Plan <ul><li>Meet with region team members    LISTEN </li></ul><ul><ul><li>Establish working rhythms (Conference C...
60 Day Plan <ul><li>Meet with all key customers in region </li></ul><ul><ul><li>Centers of Influence </li></ul></ul><ul><u...
90 Day Plan <ul><li>Understand competitive strengths & weaknesses in region </li></ul><ul><li>Focus on penetration of exis...
How I’ll Do this <ul><li>Simplify task at hand    “Can’t boil the ocean” </li></ul><ul><li>Focus on Top 5 things    Can’...
Awards <ul><li>Masters Club </li></ul><ul><li>Sales Advisory Panel </li></ul><ul><li>Employee Satisfaction Committee </li>...
Why Am I a Good Candidate? <ul><li>The corner stones of my success are built on Character, Leadership and Performance  </l...
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S Ballance Executive Summary

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S Ballance Executive Summary

  1. 1. Sean Ballance Career & Personal Summary Sean Ballance-Summary
  2. 2. Who is Sean? <ul><li>Competitive, driven, leader with integrity </li></ul><ul><li>Proven, broad experience in sales, sales management, operations, quality & programs </li></ul><ul><li> Balance is the key to success. </li></ul><ul><li>Recruiter, motivator, developer, mentor, retainer </li></ul><ul><li>Over 15 years of commercial healthcare experience. </li></ul><ul><li>Proven track record  Winner </li></ul><ul><li>Positive leadership qualities </li></ul><ul><li>Fiancé of Andrea Phillips </li></ul><ul><li>Uncle of Britni Ballance </li></ul>Sean Ballance-Summary
  3. 3. Experience <ul><li>Sales & Sales management, recruiting, hiring, promotion of team </li></ul><ul><li>Operations – zone management </li></ul><ul><ul><li>Fulfillment, cash, billing, SOPs, integration, metrics, P&L, etc </li></ul></ul><ul><li>Quality – project focus including; deployment, compensation, productivity, leadership </li></ul><ul><li>C-level selling </li></ul><ul><li>Long- & Short-cycle sales process </li></ul><ul><li>Device, capital equipment, disposable equipment </li></ul><ul><li>Management training and leadership development </li></ul><ul><li>Strategic selling (core strength), solution selling </li></ul><ul><li>Executive Selling (Komer & Brown) </li></ul>Sean Ballance-Summary
  4. 4. How to Deliver <ul><li>Protect high end customer base – communication & understanding </li></ul><ul><li>Know hospitals / accounts </li></ul><ul><li>Be humble, but confident </li></ul><ul><li>Deals! ! ! Identify opportunities to drive sales – conversions </li></ul><ul><li>Learn pain points </li></ul><ul><li>Where are we strong/weak </li></ul><ul><li>Identify weak areas and </li></ul><ul><li>build plans to turn into strengths </li></ul>3 Main focus Areas <ul><li>1 Month listening tour </li></ul><ul><li>1 on 1’s with every team member </li></ul><ul><li>What can I take off your plate? </li></ul><ul><li>How can I help? </li></ul><ul><li>Understand strengths/weaknesses </li></ul><ul><li>What motivates each? </li></ul><ul><li>Build my own credibility </li></ul><ul><li>Product </li></ul><ul><li>Leadership </li></ul><ul><li>Job Knowledge </li></ul><ul><li>Round Tables </li></ul><ul><li>Empower Team </li></ul><ul><li>What is important to team becomes important to the Individual </li></ul>Customers Expertise People/Team <ul><li>Sales, leadership, strategy </li></ul><ul><li>Identifying opportunities </li></ul><ul><li>Motivation </li></ul><ul><li>Draw from experience & expertise </li></ul><ul><li>Understand contracts, language, T’s & C’s </li></ul><ul><li>Stay in touch </li></ul><ul><li>Continue to Lead in a positive manner </li></ul>Sean Ballance-Summary
  5. 5. 30 Day Plan <ul><li>Meet with region team members  LISTEN </li></ul><ul><ul><li>Establish working rhythms (Conference Calls, Rep/Manager Needs, etc) </li></ul></ul><ul><ul><li>Understand “top 5” key focus areas </li></ul></ul><ul><ul><li>Review plan to exceed sales goals </li></ul></ul><ul><ul><li>Review team and opportunities for improvement ( consolidation, holes, top opportunities) </li></ul></ul><ul><ul><li>Individual/Pod meetings – round tables </li></ul></ul><ul><ul><ul><li>Develop strategies for key customer conversions to drive growth </li></ul></ul></ul><ul><ul><li>Identify “low hanging fruit” opportunities – </li></ul></ul><ul><li>Immerse myself in company culture, training, initiatives </li></ul><ul><li>Hit the Numbers! </li></ul>Example Sean Ballance-Summary
  6. 6. 60 Day Plan <ul><li>Meet with all key customers in region </li></ul><ul><ul><li>Centers of Influence </li></ul></ul><ul><ul><li>Top Volume Sales Customers </li></ul></ul><ul><ul><li>Top Opportunities </li></ul></ul><ul><ul><li>Key Decision Makers & Influencers </li></ul></ul><ul><ul><li>Low Hanging Fruit –  Go One level Deeper </li></ul></ul><ul><ul><li>Establish Regular Travel Patterns </li></ul></ul><ul><li>Understand all Manager level processes. Become expert in all areas. </li></ul><ul><li>Hit The Numbers! </li></ul>Example Sean Ballance-Summary
  7. 7. 90 Day Plan <ul><li>Understand competitive strengths & weaknesses in region </li></ul><ul><li>Focus on penetration of existing customers  customer satisfaction leads to account penetration </li></ul><ul><li>Relationship Building – </li></ul><ul><ul><li>Customers </li></ul></ul><ul><ul><li>Team </li></ul></ul><ul><li>Communicate company goals, objectives & strategies </li></ul><ul><li>Hit the numbers! </li></ul>Example Sean Ballance-Summary
  8. 8. How I’ll Do this <ul><li>Simplify task at hand  “Can’t boil the ocean” </li></ul><ul><li>Focus on Top 5 things  Can’t be effective without Focus </li></ul><ul><li>80/20 Rule – Spend 80% of my time driving key initiatives and growing sales </li></ul><ul><li>Opportunity Funnel  Focus on new growth opportunities to grow business </li></ul><ul><li>Clean up the messes that exist </li></ul><ul><li>Support top Customers and coach others to achieve results </li></ul>Sean Ballance-Summary
  9. 9. Awards <ul><li>Masters Club </li></ul><ul><li>Sales Advisory Panel </li></ul><ul><li>Employee Satisfaction Committee </li></ul><ul><li>Nurse Communication Roundtable Member </li></ul><ul><li>Distributor of the Year Award </li></ul><ul><li>Region Contest Winner </li></ul>Sean Ballance-Summary
  10. 10. Why Am I a Good Candidate? <ul><li>The corner stones of my success are built on Character, Leadership and Performance </li></ul>Sean Ballance-Summary

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