Build
From 2 reps to $8M in profit.
- Role
- Director of SalesVicom Computer Services
- Years
- 2013 to 2017At Vicom since 2008
- Team
- 2 reps grown to 8
- Result
- $8M in profitThe division, when I left
The job
I joined Vicom in 2008 as an individual contributor and became its top sales performer. In 2013 I became a leader as Director of Sales. I took a small core of 2 reps and grew it to 8, and I built the marketing and the partner channel around them.
What I did
- Redefined the sales cycle, the roles on the team, and the standards for how deals are recorded in the CRM.
- Built a marketing engine for prospecting.
- Built a partner channel with technology vendors including Pure Storage, VMware and EMC. Together with the marketing engine, it brought in 20 new accounts.
- Expanded the professional services attached to each sale.
What came out of it
- $8M in profitThe division I built, when I left.
- $3M to $6MAnnual profit in my second year as Director, then another 20% the year after.
- 20 new accountsMore than $3.5M in new profit from the partner channel and the marketing engine.
- Two Star Performance AwardsBack to back, the first the team had ever received.
Figures are from my own results at Vicom.
Hiring a revenue leader? Let’s talk.
Tell me where revenue is stuck. I will tell you what I would do first.