Slow Growth?
Your founders and executive team are frustrated and missing the skills to grow the business further.
Lost Value?
Ineffectively demonstrating the value and quality of your product or service is putting you behind the competition.
No Process?
Your rudderless sales organization is lacking repeatable processes, systems and measures to predict success.Step 1:
Analysis
The Analysis phase is a deep dive study of the current state of your business from a sales perspective.
FTR meets with your key stakeholders and internal groups to gain an understanding of the current situation. The final report provides details of what we uncovered and the opportunities that may exist to improve sales.
Some of the key areas we explore during the analysis are:
- Sales processes and systems
- CRM (Customer Relationship Management) software
- Compensation and quotas
- Sales team and the Sales Department structure
- Tracking results and team member support
- Growth within your existing customer base
- The Marketing Plan
Step 2:
The Sales Plan
The Sales Plan provides details of the processes and systems you can implement to drive predictable, profitable sales growth.
The plan articulates strategies to implement with key milestones:
- Development of your Key Differentiating Factors and Value Proposition
- Proven multi-step sales process that demonstrates the value of your product or service to your prospective customers
- Pay for performance compensation model
- 1st year revenue projection expected from implementing sales processes/systems
- Establishment of revenue quotas for sales reps
- Sales Structure (new business development vs existing customer penetration)
- Sales Performance Metrics
- Structure of one on one meetings with sales reps
- Sales meeting structure
- CRM system usage and dashboards
- Monthly/quarterly Forecasting Cycle methodology
- Strategic Account Planning
- Personnel changes
- Performance Development model to proactively support and manage under performing team members
Step 3:
Implementation
The Implementation Plan is where your FTR consultant executes the Sales Plan deliverables.
FTR implements the recommended processes and systems in the capacity of a part time Vice President of Sales for your company.
To ensure the recommended processes and systems are fully implemented and adopted within your sales organization, FTR remains in place as a contracted part time Vice President of Sales for a period of 8 – 12 months. Your FTR Consultant tracks and presents key metrics and results on a biweekly frequency to your executive team.
“Without process, you cannot duplicate success.” – Frank Gannon, President
Meet our Founder and President
Frank Gannon MBA
Frank has spent the past 20 years as a sales professional in the software industry in Canada. Most notably, Frank spent 11 years at a Fortune 200 Human Capital Management company where he began his career as an individual contributor, rising through the ranks to Vice President of Sales. Frank also held regional responsibility for the Internet of Things team at Canada’s leading Telecommunications Company. Prior to starting FTR, Frank was the Vice President of Global Sales for an upstream Oil and Gas software provider.
Frank completed his MBA in 2011. His first hand experience around the internal challenges and opportunities bringing to market new products and services lead him to focus on Implementing Organizational Change as his core area of study.
Frank has the unique ability to quickly determine how a product or service links directly to an organizations strategic growth plan and then sets about proving how a product or service solves a business problem that is impeding the strategy of his customer’s company.
Frank is a process driven sales executive who firmly believes that without process, a sales organization cannot duplicate year over year profitable growth. He has a track record of increasing sales and achieving faster time to revenue, thus FTR, “Faster Time to Revenue”.
Frank’s personal “Ki” translates as a confident, committed and caring professional with an ongoing desire to provide superior service.
Meet our Outsourced VP of Sales
Lorne Weran P.Eng.
Lorne brings an extensive and diverse portfolio of experience to FTR, spanning over 35 years. He is a Professional Engineer with a powerful combination of executive management experience in sales, business development and marketing in addition to a strong background in engineering, operations and project management.
He began his engineering career in the Canadian Oil and Gas pipeline industry progressing through positions encompassing engineering, project management, construction contracting and operations. Lorne’s role as Canadian Operations Manager for a leading international pipeline services company included responsibility for leading regional sales and business development in Western Canada.
Lorne progressed to the role of Vice President Sales for a leading North American industrial process equipment manufacturer where he spent 10 years providing corporate leadership of the company’s Sales, Business Development and Marketing teams.
Leading a worldwide sales organization with a North American focus required implementing a multi-brand, multi-channel strategy and managing a sales network including regional sales managers, sector business development managers and external representative agency and distribution networks.
Lorne’s sales acumen combined with his technical and managerial background provide the ability to rapidly learn and assess the product and service offerings of his clients in relation to the needs of their customers to develop and execute strategies focused on increasing market penetration while growing revenue and profitability.
Lorne is a champion of process driven sales strategies and emphasizes sound judgement, strong professional ethics and a collaborative approach to customer relationships.
