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CEO Advisor® Newsletter
February 2013
Building a Successful Sales Team

CEOs and Presidents of small and mid-size companies are continuously trying to build the ultimate sales team.


Here are five key factors of a successful sales team in 2013:


1. Hire Closers - Fire Deal Killers. Hiring the right salespeople who are hunters, self-motivated, hungry, trainable, professional and most of all closers is critical to your company's success. You will meet your sales goals with a sales strategy and sales team that is focused on closing sales timely. Deal killers rarely close and insist on addressing every want and need of the prospects until most deals die out. Hire right and prosper.


2. Nail Your Sales Compensation Plan. Incentivizing your salespeople properly with the right balance and level of base salary or draw, plus commissions and bonuses, to create added urgency is key to a hungry, productive sales team. Provide the right training, recognition and well placed "spiffs" coupled with the right compensation plan and your sales activity, opportunities and closed deals will multiply.


3. Increase your Sales Pipeline. Most CEOs insist on sales goals in numbers of deals and dollars, but few hold salespeople accountable for a) sales appointments per week and month, and b) opportunities created in your CRM software per week and month and other critical sales goals. By creating urgency and clearly articulating all of your sales goals, your sales productivity will increase and sales cycles will be reduced resulting in higher sales and met sales goals.


4. Build Trust and Loyalty. When commission payments are not timely and accurate, salespeople lose trust in the company's ability to deliver on their commission plan, and sales managers often invest their precious time resolving disputes or errors. Successful companies have deployed incentive compensation solutions to align selling behaviors with their business objectives. Compensation management instills loyalty and trust, and ensures that your sales engine is running optimally.


5. Provide One-to-One or Sales Team Coaching and Training. Engage with a professional advisor to assess your sales process and speak with you and your salespeople. Have the advisor review and document the sales process, evaluate the leads and prospects in your CRM, review your sales goals, compensation plan, lead generation and distribution, sales management, sales meetings and sales productivity. This will generate a tremendous return on your investment - more than most anything you can do at your own company - and then implement sales training for the sales team to refine and improve their sales techniques, productivity, focus and results.


CEO Advisor provides sales consulting and training that can forever improve the results of your sales team, positively impacting sales, margins and profits for you and your company. Contact Mark Hartsell, MBA, CEO of CEO Advisor, Inc. today for a no cost, no obligation meeting at your office at (949) 629-2520 or email MHartsell@CEOAdvisor.com.

Mergers & Acquisitions 
One-on-One Consultation

Learn How to Optimize the Value of Your Company and 
Sell Your Business at the Highest Price
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Mergers & Acquisitions 
One-on-One Consultation

Learn How to Optimize the Value of Your Company and 
Sell Your Business at the Highest Price
     null
Mergers & Acquisitions 
One-on-One Consultation

Learn How to Optimize the Value of Your Company and 
Sell Your Business at the Highest Price
     null
CEO Advisor, Inc. Advises Metafuse, Inc. on Growth, Strategy and Funding

CEO Advisor, Inc. (www.CEOAdvisor.com), a leading business advisory firm serving the needs of CEOs, presidents and business owners of small and mid-size companies is providing growth, strategy and funding advisory services to the management team of Metafuse, Inc. (www.projectinsight.net), a provider of cloud-based project management software for mid-market companies to plan, schedule and forecast resources, increase productivity, track time and expenses, control costs, execute and succeed.


CEO Advisor, Inc. provides affordable, hands-on advisory services on strategy, growth, funding, sales strategy, sales team building, marketing, operations, finance, mergers and acquisitions to grow small and mid-size businesses to the next level. As a trusted CEO Advisor® to business owners since 2004, the firm specializes in advising business owners in a one-to-one advisory role on a weekly basis.


Project Insight, project and portfolio management software, targets information technology project teams, marketing and interactive firms, research and development companies, and professional services organizations as well as many other types of mid-market businesses by providing a comprehensive solution for project management. Mark Hartsell, CEO of CEO Advisor, Inc. works directly with the Project Insight management team on a weekly basis focusing on the growth of the company.


Mark Hartsell states, "Metafuse's Project Insight software represents best of breed cloud-based software servicing brand name customers like The Gap, Cisco and OfficeMax in a very large market opportunity. CEO Advisor is providing hands-on advice on the planning, strategy and funding for accelerated growth."


About Metafuse
Metafuse, Inc. is the software developer and publisher of Project Insight, the leading cloud-based project management solution for the mid-market. The company was founded in 1996 and launched Project Insight at Project World in 2001. Since that time, Metafuse has built its customer base with hundreds of organizations and thousands of project team members collaborating and managing their projects with Project Insight. Contact the Project Insight team at 949-476-6499, by email at sales@projectinsight.net or visit www.projectinsight.net for more information.


About CEO Advisor, Inc.
CEO Advisor, Inc. provides business advisory services affordably and effectively to meet the specific needs of CEOs, presidents and business owners of small to mid-size companies in a wide range of industries, including technology, services companies, professional service firms and light manufacturing.

CEO Advisor, Inc.'s mission is to advise business owners with the needed expertise and focus, coupled with hands-on advice and work performed to grow your business to the next level. Contact Mark Hartsell, CEO of CEO Advisor, Inc. today at (949) 759-8676 in Orange County, CA, by email at mhartsell@CEOAdvisor.com or visit www.CEOAdvisor.com for more information.

Testimonial  

 

"Over a one year period, CEO Advisor helped me to understand what my role entailed as a CEO of a small company. Together, we segmented my numerous headaches into achievable goals. I learned to focus on specific issues and predict obstacles by looking at my business in monthly, quarterly and yearly tasks by priority. My CEO Advisor® prepared our Business Plan and Financial Forecast as the road map for the growth of our business, and taught me how to understand financial reports, as well as, the implication of budgets and spending. I now understand how to measure the performance of my company and profitably grow my business."


CEO, Web Services Company

"I highly recommend Mark Hartsell, CEO of CEO Advisor, Inc. Mark and I rebuilt my management consulting business and, in all honesty, I couldn't have done it myself: incorporating, marketing plans, sales coaching, prospective client lists and a dozen other tasks - all in less than six months. He was easy to work with, supportive, and perhaps most importantly, he had workable, practical answers to my business questions and problems that flowed from his broad business experience."
CEO, Energy and Environmental Consulting Firm

"Mark Hartsell and CEO Advisor, Inc. provide a unique advisory service for CEOs. He not only tackles high level strategic issues to assist CEOs navigate through challenging times, but Mark also gets very involved in actually addressing important issues head-on by performing the work to achieve tangible results.


Whether it is growing a business to the next level, turning a distressed company around or preparing a company for an exit, Mark's firm, CEO Advisor, Inc, provides a broad range of services and Mark is there for the CEO every step of the way."

 


Partner

Haynes & Boone, LLP

Words of Wisdom


"Unless you have definite, precise, clearly set goals, you are not going to realize the maximum potential that lies within you."
Zig Ziglar
20th/21st century American author/salesman/motivational speaker

"Unless you have definite, precise, clearly set goals, you are not going to realize the maximum potential that lies within you."


Zig Ziglar
20th/21st century American author/salesman/motivational speaker

Prime Minister of the U.K.