CPA Global - Don’t Fire Them, Fire Them Up
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After reading a book by this same title, Joe set out to transform a company that was at 49 percent of plan when he took over. Believing that the problem was more than just a sales issue, Joe rallied the entire organization, from marketing and sales ,to finance, operations and legal, around a new approach. Since then, he has achieved 120 percent of plan for the last three years, while retaining 92 percent of the original salesforce. Joe proved that sometimes poor performance comes from not providing the right programs, plans and processes.
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CPA Global - Don’t Fire Them, Fire Them Up
- 1. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! IMPOSSIBLE IS NOTHING
- 2. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! HOW WERE WE DOING! 49% 0 -‐ 49% of Target FLAT SALES CAGR NO ONE OVER PLAN TURNOVER HIGH
- 3. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! Target Clients! • Law Firms & Corporations! – LAWYERS! • ENGINEERS! • LAWYERS! • Single Inventor to Household Name!
- 4. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! CHECK THE TEMPERATURE! Q. WHY ARE WE BETTER THAN OUR COMPETITION?! ! A. I AM NOT SURE WE ARE! Q. WHY ARE SOLUTIONS BETTER! ! A. I AM NOT SURE THEY ARE!
- 5. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! WHAT WAS I THINKING! THIS IS NOT IMPOSSIBLE…ITS GOING TO BE FUN!
- 6. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! How Did We Do It! Ø Properly segment the sales force Ø Implement the plans, programs and processes necessary to be successful Ø Engage our clients to understand their challenges and what be?er would look like to them Ø Develop messaging that would be used throughout the enCre organizaCon and not just by sales Ø Relentlessly pursue excellence
- 7. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! SELL FASTER! NO……Slow It Down To Go Faster…..! ! 7 Research Engage Vendors Buy www.cpaglobal.com To GROW Faster Sales MarkeCng OperaCons ONE CONSISTENT MESSAGE Web Lead
- 8. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! GROWTH THE BUSINESS! 49% ~95% 0 26% Went from 49% to 123% 26% CAGR From 0 to 72% Reps Over Plan RetenKon at 95%
- 9. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles! WHAT WAS I THINKING – Ali vs. Liston! "Impossible is just a big word thrown around by small men who find it easier to live the world they've been given than to explore the power they have to change it. Impossible is not a fact. It's an opinion. Impossible is not a declaration. It's a dare. Impossible is potential. Impossible is temporary. Impossible is nothing.“! - Muhammad Ali, American Heavyweight boxer! ! 9
- 10. Click to edit Master title style! Click to edit Master text styles! Click to edit Master text styles!