Diagnose the Gaps, Build the Structure, Drive Predictable Growth
Sales growth engineered through, scalable systems, disciplined execution and relentless focus.
Transforming $5M–$100M businesses Ambition into Predictable Results, Locally & Globally
Building Scalable Commercial Organizations Using proven Strategies
For B2B companies ($5M-100M Revenue)
Using a 6-Component Operating System to streamline, optimize performance, and drive sustainable Growth.
Nearly 60% of Businesses struggle with Sales Efficiency
Possible Symptoms Of Inefficient Sale Organizations
- Stagnating, Declining Revenue
- Poor Margins
- No Visibility on Future Revenue
- Reactive or Ineffective Sales Efforts, historically the customers find the business
- Attrition, Employee Retention
- Dependency on a few customers only
- Exhaustion
Impact
- Growth
- Loss of Revenue
- Customer experience, Customer Churn
- Gross Margin
- Inventory Management
- Employee Attrition
- Profitability
- High Stress
Goals Objectives
- Predictable Revenue Growth
- Margin Improvement
- Scale up
- Reduced Inventory
- Customer Satisfaction
- Maximized ROI
- Freed up time to focus on other things
- Increase Company Valuation
Building an Efficient Organization requires Change.
While many recognize the need for improvement, the real challenges often go deep and the root causes need to be identified past the symptoms, with a solid diagnosis.
The Right Solutions when offered are not always embraced, can be resisted and are often not implemented effectively. Only time, education and consistency will make the changes possible.
The Approach To Success
A Solution tailored to your Business
Simple principles apply to all Businesses, but customization is key. Together, we turn your experience into optimized Structures and Processes.
Early involvement of all Stake Holders
Change Management needs sharing and caring.
Share: Vision, Goals, Process
Care to Explain and Educate.
Follow up Mechanism
Change sticks through
relentless execution
clear alignment
and visible wins.
Through books, publications and AI, insights on building a strong Commercial or Sales organization are widely available with little research. Success however lies in Execution!
The process and implementation steps outlined below are explained in detail through my seminars or one-on-one discussions, and some degree of self implementation is a possible option. Guidance backed by experience, and even further, hands-on execution tailored to your business will help you achieve faster, long-lasting results.
Here are the key elements for success.
When committed to building the Professional Sales Organization that will leave you in control, bring Revenue Predictability, free up your time and grow revenue.
The Strategic Foundation
Straight from the company
Mission – Vision – Values
The 6 Component Operating System
Plan
- Annual & Quarterly Sales Goals
- Operational Goals
People
- Organization Chart
- R&R
- Talent Map
- Skill Assessment
Metrics
- KPIs - Dashboard
Issues
- Identify Gaps
- Solve Issues
Process
- Documented Sales Process
- Customized CRM implementation
Execution
- Sales Meeting
- Coaching
- Discipline & Accountability
- Ear to Market
The Process
Strategic Foundation
Fundamentals
Acquisition
Lead Generation
Customer Conversion
Sales Org
Retention
Customer Experience
Value Proposition Session
Company Playbook
Marketing Work
- Branding
- Digital Media
- Paid Advertisement
6-Component OS
Customer Journey
- Lead to Order
- Order to Cash
- Service & Support
Definition of a Statement of Work
Build the Process Implement the tools
Jean Marc Terral is a Business Executive, change Agent, with an international career in General Management, Sales and Marketing, in the Manufacturing Industry: Electronic, Electrical and Analytical Instruments as well as Medical Device.
Most of his roles have involved taking organizations to the next level — leading mergers, driving integration from chaos to order, transforming inefficiency into productivity, and turning demoralized teams into engaged ones.
FRACTIONAL LEADERSHIP
A Fractional Leader is an experienced Executive part of the Leadership team, bringing real life experience in Executive Management, building and managing organizations small and large.
The initial role is to diagnose, plan and build the organization maximizing efficiency and translating institutional knowledge into dashboards and processes customized to the business.
This in place, he then drives the organization and is accountable for results, bringing discipline and cadence to ensure actions are taken, new processes are adopted and targets are met.
The model saves small Businesses the expense of a full time senior leader initially needed as the architect but soon after becoming underemployed possibly overqualified for a small organization.
Skills & Experience
- General Management, P&L
- Change Management & Integration
- Sales Management
- Turn Around
- Business Planning
- Forecasting
- International Sales & Distribution
- Strategic Marketing & Market Surveys
- Project Management
- Product Launch
- CX: Customer Service & Support
Speaker, Founder
Founder of San Diego For Business
Business community offering professional seminars, workshops, resources, and networking opportunities for mid-sized business leaders committed to best practices.
Building an Efficient Sales Organization Seminar April 4th 2024 North San Diego Business Chamber
Testimonials
Discover what my clients have to say
about their experience working with me –
Real Results, Real Impact, and Real Growth.
Let’s Have A Conversation
Business’s challenges don’t always come with clear answers—but you don’t have to face them alone. I’m here to help.
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+1 619 739 1051
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