The document outlines a strategy for optimizing sales performance and driving revenue growth for small to mid-sized businesses, emphasizing the importance of effective sales leadership and planning. It proposes key solutions such as developing a strategic sales plan, serving as an outsourced VP of sales, and implementing sales execution methodologies. The author, Bob Fucci, stresses the need for training, clear roles, and accountability to enhance sales productivity and overall client satisfaction.

1. Accelerate Revenue Growth
By Optimizing Sales Performance
Bob Fucci
203.458.2932
bob@growxceleration.com

2. One of our biggest leadership challenges is to
balance the strength of the status quo with the
force of the future

3. My Mission
 I Believe That Emerging Organizations Deserve The Highest Quality Sales
and Business Development Expertise
 I Believe Growth Is Essential – I am Solely Focused On Driving Repeatable
Revenue Growth
 I Believe Teams Need To Be Trained and That Success In My Role Leads To
A Sustainable Up-level In Performance

4. The Reality
 Small and Growing Businesses ($1MM - $9MM) under invest in Sales
Leadership and Strategic Revenue Growth
 Sales Productivity Lags Behind Larger Competitors
 Based on a recent Gartner Survey
 Over 50% Of Respondents Indicate No Travel To Clients By Sale Leadership
 Over 40% Actually Assign Quota’s That Reinforce Desired Sales Behavior
 Over 20% Lack a Detailed Forecast Beyond the Current Month
 Only 10% Utilize a CRM Tool – Despite The Fact There Are Free Tools
 Growth Is Essential, But Too Often There Is A Sales Leadership and
Execution Gap

5. Core Solution
 There Are 3 Core Elements Of My Solution
 The Strategic Sales Plan – I will Build The Plan With You, Developing and
Driving Key Performance Indicators That Align The Business and Drive Growth
 The Outsourced Vice President of Sales – Partnering With The CEO, I Will
Drive Revenue, Recruit, Mentor and Improve Existing Teams, Drive The
Essential Activities – Allowing You To Focus On Strategy and Direction
 Develop and Implement On-Line Strategies To Build Brand Awareness and
Differentiation

6. Integrating The Four Key Elements
Optimize The Sales Strategy
 Industry and Solution Positioning
 Become An Agent of Growth
 Value Proposition and Points of
Differentiation
Build, Scale The Sales Model
 Sales Execution
 Sales Coverage
 Sales Process
 Quality
Deliver Accurate Sales Analysis
 Sales Goals and Quotas
 Metrics, Reporting and Dashboards
 Identify and Drive All “Revenue Elements”
Align The Organization
 Precision and Measurement - Execution
 Defined Roles and Responsibilities
 Staffing and Hiring Plans
 On-Boarding and Training

7. Outsourced VP of Sales
 I Will Function As Your (virtual) VP of Sales
 I will Drive Sales (Strategically and Tactically)
 I Will Build Your Sales Team and Infrastructure (At Your Direction)
 I Will Build and Align Your Revenue KPI’s and EXECUTE
 Sales Execution and Revenue Performance Will Be Improved
 Client Satisfaction Will Improve
 I Will Build and Present a Partner Plan For Approval – Adding an Growth
Channel

8. The Strategic Sales Plan
Build the Right Plan And Performance Will Follow
 Sales Strategy
 Targeted Client Plan – Detailed Analysis For Current Clients
 A Plan To Get To Decision Makers – Improve Your Messaging and Value
Proposition
 Building Referral Partners
 Differentiate Your Value Proposition
 Improving Your Prospecting Strategy
 Sales Process
 Define Sales Stages – Steps to Close
 Key Questions To Ask
 Sequence of Events and Sphere of Influence
 Required Sales Tools
 Roles, Responsibilities For Each Team Member

9. The Strategic Sales Plan - Continued
 Sales Execution
 Build and Close a Qualified Pipeline
 Improve Pipeline Management Tools
 Utilize Existing Sales Forecasting Tools
 Sales Metrics – Detailed Analysis To Achieve Revenue Goals
 CRM Tool – Utilization and Best Practices
 Sales Training As Needed
 Hiring Plan
 Defining The Right Sales Profile
 Writing The Right Job Description
 Building The Right Compensation Plan
 Assigning The Right Quota’s
 Building The Quota Worksheet For Rep Payment

10. Sales Methodology
1/27/2016 10
Market Analysis
Sales Plan
Measurement
Execute
Proposals
Close Plan
Deploy
Training
PS
Drive
Adoption
Expansion
Enterprise
•Set Aggressive Goals
•Dedicated Time
•Account Vision
•Value Proposition
•Revenue Target
•Account/Divisional
Map
•Investment Priorities
•Relationship Map
•Path To A Sale (s)
•Determine
Buying
Metrics
•Determine
Influencers,
Coaches,
Decision
Maker
•Value Based
•Partnership
•Purchase Options
•Multiple Transactions
•Future Buying Events
•Preparing For
Next Sale
•Team Credibility
•Team Expertise
•Value-Based
Recommendations
•Consultative
•Value Based
•Leverage Success
•Max. Investment
Benefit
•Strategic
•Charter Account
•Bidirectional
•Partnership Plans

11. Outsourced VP Of Sales
Sales
Pre-Sales
Develop
The Who
and Why
Identify
Forecast
Rank
Propose
Close
Develop
the
Solution
Know Your Clients, Prospects,
And Partners Thoroughly

12. Outsourced VP Of Sales
Clear Instruction To The Team– We Will Collaborate and Commit To
Improvement
 Thoroughly Know The Territory, The Accounts, The Prospects
 Plan Your Work, Execute Flawlessly
 Form Your Core Team and Strategize Regularly
 Over Communicate, Plan and Calendar Activities
 Maximize Every Selling Interaction (For Everyone)
 Document Our Close Plan and Test It With The Team, The Client
 Document and Test The Sphere of Influence
 Client Input into the Sequence of Events
 Propose and Close – Early, Regularly
 Prepare For Every Event
 Involve Me

13. Outsourced VP Of Sales
Guiding Principles
 We Live By Our Commitments – Building A Performance Based Culture
 We Have Deep and Actionable Knowledge Of Our Clients and Prospects
 Sales Team Must Build and Present The Plan That Demonstrates Client
Insight and Buying Vision, and Proven Funding
 We Must Regularly (Scheduled) and Openly Communicate
 I have Weekly 1-1’s with Sales Team
 Weekly Training and Focus Deal Reviews
 Scheduled Key Deal Reviews
 I Am The Sales Leader – I Sell and Lead By Example

14. Why Execution Matters
TARGET
Average

15. My Contact Information
Robert Fucci
Growthxceleration.com
203.458.2932 (Office)
860.266.3121 (Mobile)