Mentoring Packages
Global Sales in one of those positions that takes years to get good at, and by the time you are good at it, you often move on to your next challenge. Decades of domestic sales leadership, even years as an RM in one region, does not guarantee you the skills or specific knowledge you need to excel when you take over Global Sales. Everyone struggles with entering new markets, dealing with multiple cultures, and finding the right partners. Often, nobody is there to help you reach success.
A coach is a sounding board for ideas, a guide to keep you focused, and a source of experience and knowledge. I have sold into the markets you want to sell to; I have struggled with the issues you are struggling with; and I have made the mistakes that you can now avoid with my guidance. I will help you chose the right markets, find the right partners, build the right sales enablement tools, and onboard the right team. With me, you’ll have a guide on the difficult paths, a caution from danger, and an introduction to the right people. Please reach out. I’m happy to set up a coaching call so we can get to know each other and see if this opportunity is a fit that can help you achieve your goals.
"SOUNDING BOARD FOR IDEAS, A GUIDE TO KEEP YOU FOCUSED, AND A SOURCE OF EXPERIENCE AND KNOWLEDGE."
Comprehensive Mentoring Package
Included in the Package
- Comprehensive Global Sales Leadership Training Video Course
- 2 days intensive in-person onboarding and strategy workshop - In this workshop we will build a strategic plan that includes target markets, messaging and ideal partner profile.
- I will build a list of potential partners for you, in your target markets
- I will evaluate your existing internal systems and people for export readiness
- I will evaluate our existing international channel partners
- I will deliver evaluations and improvement plans for your existing organization
- 12 X 90 minute monthly strategy on-line session
- 36 X 30 minute (weekly) accountability sessions
- Unlimited asynchronous coaching sessions – you can ask questions by email or WhatsApp or Viper
What you will get from this:
- We will work together to build a plan and list all the projects that will drive International Sales Growth.
- We will prioritize them, and then we will put in place monthly plans and a cadence of accountability where we will discuss that month’s priorities and I will work with you to achieve them as well as to hold you accountable to them.
- With my help, you will identify the right markets.
- With my help, you will find engaged, competent, and accountable channel partners in the right markets.
- With my help you will build improvement plans for your existing partners who are not performing as well as they should be.
- With my help, you will replace partners who do not improve.
- With my help, you will put in place a cadence of accountability to drive predictable, profitable and permanent sales growth.
- With my help, you will build systems and processes that will drive predictable, profitable and permanent sales growth for years to come.
- My clients see 50-100% growth in a year, but more importantly, I have used this same system to drive growth of over 1000% over a 3-7 year period.
The goal will be for you not to need me but for the growth to continue.
Mentoring Packages
Cross-Cultural Coaching
I will prepare you for interaction with any business culture.
If you are selling to a market, managing a salesperson or distributor, or preparing to travel to a market, I will prepare you with an in-depth briefing combined with one-to-one coaching.
Coaching by the Hour
It is also possible to engage me for a specific coaching project.
This can include:
- Onboarding new international sales managers
- Coaching cultural disagreements or mismatches of expectations within the sales team
- Coaching to execute an improvement plan for an international sales manager
- Sales training for an international sales team
Fractional Global Sales VP
You can have experience, connections, and knowledge available to you with little to no ramp-up time, for a fraction of the cost and with a fraction of the risk. You can have somebody who has built and run nine sales organizations, has thousands of Global Sales executives and distributors in his contacts, has entered and sold into over 135 markets, has literally written the definitive book on Global Sales, and has lectured at MIT and LBS about Global Sales, all for the cost of a recent college graduate who has never sold anything.
What you get:
- A comprehensive business plan, including detailed customer and channel partner avatars and target-market prioritization
- Identification, recruitment, and onboarding of the best possible sales channel partners in the best target markets
- A playbook, training material, and sales enablement tools for the channel sales organization
- Ongoing management of the channel sales organization
- A CRM and internal information flow system put in place
- Recruitment, training, and handover to full time VP of Global Sales when you are ready
- Fast, safe, cost-effective sales growth
Interim Global Sales VP
Losing a senior sales leader unexpectedly can be an expensive blow to a company. Hiring the correct fit or grooming someone from the ranks to take over can take months, and you shouldn’t rush the process. Finding a senior Global Sales Leader who can step into the position and ensure a smooth transition for a few weeks or even a year or more can be a game changer. An Interim Global Sales Leader can take off the pressure, keep revenue flowing, and allow you the time to find the perfect fit for the permanent position.
With over 30 years of experience leading sales teams across the world and mentoring sales leaders from over 40 countries, I can step into whatever sales team configuration you have and provide continuity, maturity, and rational leadership. I’ll get the results you want while allowing you the time you need to find the right fit for the position. I have sold a wide range of products into over 135 countries around the world and have experience with direct sales, channel, and OEM.
I have worked for startups, mid-sized family companies, and a Fortune 1000 corporation. As soon as you need it, you can have a seasoned sales leader in place to provide continuity, keep your team calm and productive, preserve trust with partners, and transition to the right long term-fit when you’re ready.
Turnkey Global Sales Organization
The hardest and most dangerous part of growing the Global Sales Footprint is building the Global Sales Organization. Virtually no company has these skills in house, and finding people who are a good fit for your corporate culture and can carry out the very specialized task of overseeing a rapidly-growing Global Sales Organization is extremely hard and expensive. That is where I can help you. I can build you a world class sales organization, put all the parts in place, fill your sales funnel, and hand it over to you when it’s fully functioning. I can remove your risk, cut your ramp-up time by 75%, and lower your costs. I’ll boost your revenue and profits, fast.
You get:
- A comprehensive business plan, including detailed customer and channel partner avatars and target-market prioritization
- Identification, recruitment, and onboarding of best the possible sales channel partners in the best target markets
- A playbook, training material, and sales enablement tools for the channel sales organization
- A CRM and internal information flow system put in place
- Recruitment, training, onboarding, and handover of a fully-functioning sales team as needed, including back office staff, regional sales managers, and a VP
- A funnel full of sales opportunities
- Fast, safe, cost-effective, sustainable, and profitable sales growth
Distributor Engagement Package
Sales are driven by engaged and competent distributors with the correct level of bandwidth. Engagement will drive up competency and can drive up bandwidth, so often the key to sales growth is increased engagement.
I can help you drive up engagement.
Included in the package:
- I will evaluate your existing distributors and build an improvement plan.
- I will set up and run a monthly 90 minute mastermind for your distributors.
- I will set up and run a monthly newsletter for your distributors.
- I will work with you to leverage social media to engage your distributors.
- I will put together a plan for leveraging trade shows and various events to drive engagement.