Show Notes written by Vince Burruano, VP of Sales for the Commercial Division of JK Moving and Wendy Dickinson, Catalytic Conversation$.
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Introduction: Vince Burruano, 30 years of Leadership & Sales Wisdom
Vince is currently the Vice President of Sales for the Commercial Division of JK Moving Services. He has held this position for more than 6 years and leads a team of 20 people. He focuses on the personal and professional development of his team to ensure consistent achievement of both individual and company goals. He is an avid reader and strongly believes in continuous learning and leadership development.
Vince has been in sales and sales management for nearly 30 years with experience selling both products and services to businesses and the government. He has held leadership positions with Ricoh-USA, IKON, and Oce. Originally from the New York area he moved to Virginia with his wife, Elizabeth, and son, Michael, about 23 years ago. Vince has a bachelor’s in philosophy from The Catholic University of America and an MBA from The George Washington University.
SHOW OBJECTIVES: THE WHY
I’m currently working with several companies dealing with sales team crises. One company has had three hires for the sales team without any success. Another has had a sales manager who was successful pre-COVID and finds the current business landscape so difficult, he’s no longer able to lead.
I invited Vince to give us a snapshot of his innovative approaches to building a successful sales team. Vince is a lifelong learner who is a student of leadership. This was a valuable hour for picking up new ideas.
You are all here to learn. A lot of you, like my clients, learn best by first hand experience. Is it really necessary? Vince is here to help you learn about the importance of sales leadership in growing your business.
Today you have the chance to learn through another leader’s experiences – saving you time, money, and energy. I’m always happy to learn from someone else’s examples, aren’t you?
KEY ISSUES: Problems You May Encounter:
In this part of our conversation, I shared with Vince this case study:
This client has had a lot of challenges around building a sales team. The company has hired 3 different sales people who, on paper, had everything they wanted and needed. None of these hires worked out. In this case the owner/founders are acting as both the leadership and the sales team. As a result there is a gap between the business strategies put in place, and the desired results which hinge on the ability to grow revenue.
Vince shared these common problems:
What You Need To Know - THE WHAT:
Vince and I discussed the struggle some of my clients have to create companies that are viable assets. A lot of owners come to me with the mentality that there isn’t time, energy or money to make changes. What they can’t see at first, is that hiring people to keep the hamster wheel going isn’t adding value to the business.
How can leadership bridge the gap between the reality of today, mired in day to day operations, and the vision (for a viable asset) of tomorrow?
Vince and I acknowledge that owners and their management teams struggle to find the formula for success – what it takes for them to increase profits, reduce costs, hire to retain and nurture talent.
I see owners who get to a level of success that may be way beyond their initial vision, and then, get stuck. They continue to do what brought them to that point, and stop innovating.
Here are Vince’s points for you to consider:
What You Need To Do - THE HOW
I have a client (4th gen company) who has had the same sales manager for a long time. The company has suffered a great deal during COVID. Investors are pressuring the company to meet certain revenue thresholds. The sales manager has refused to discuss ways to get to those goals. He believes it’s impossible and has offered a number of suggestions to cut costs instead. The sales manager was hired by the previous generation and has a long standing, close relationship with the owner of the company. The owner feels terrible. The owner is torn between the relationship and company survival.
Vince acknowledged the difficulty of the owner’s situation. As we all can see, hurting the one person (sales manager) and risking the wellbeing of all of the employees and their families is a tough situation. There are no easy answers here.
Vince outlined a number of steps to consider taking when evaluating your business talent needs:
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