Carlton Powell has over 30 years real world experience building sales and marketing teams. He has work for Campbell Soup, Heublien Wines, RJ Reynolds, Gillette Company (P&G), Sears, and more. His career started in sales, selling books door to door for the Southwestern Book Company. I like a challenge and work will with people.
I found that my skill was finding like minded sales professionals with the goal os exceeding the expected quota and to have fun doing it. I also found it works to develop a strong relationship with others in the organization to achieve mutual goals.
I was challenged to recruit, train and onboard, seven District Sales Managers to increase sales within a 23 state territory. The region was declining 4-5% annually, so our quota was set at 8% growth. Timeframe for staffing was 90 days.
To exceed the goal, my Sales Team set out to prospect and make contact with hotels, contractors, property managers and more. Our goal was to get them to buy from our website or local parts stores.
To improve the customer experience, we restocked the 700 parts stores with current products, re-merchandised the layout and trained store associates & managers. Change is always hard but when people are motivated, it gets easier to implement.
BrightNoW Dental was at the time a startup group seeking second round financing and planned to grow national in 9 months. The company sales strategy was to use community contacts to encourage people that needed dental care to visit one of their offices.
I was recruited, with three others, to build the commercial sales team. Sales were declining on average -3%. The board of directors wanted to turn around this trend.
To improve the revenue, we recruited, hired and trained a sales team to sell the dental programs to companies with 250+ employees. I install ACT on the company server and trained the entire team on using a CRM to build relationships.