Sales Performance Consultants, Inc., helps executives who
are struggling with unpredictable, unreliable, and unmeasurable marketing
and selling processes. Although our clients include some of the largest
companies in the world, we are a small (and highly profitable) business.
Frankly, we expect to remain that way.
The reason? A high-impact, results oriented approach.
Traditional consulting offers an army of consultants to
work on your problem for you. This seductive, expensive approach often
produces strategies your employees can't (or won't) implement.
By contrast, a high-impact approach begins with
identifying the results you need, and your team's readiness to change.
Often, they just need a little assistance in thinking and doing different
things than they're used to. The integration of
timeless principles of human behavior with rational approaches produces astonishing results!
That said, I routinely work with other trusted firms when
the need arises. Regardless of the circumstances, I only work on the basis
of a 100% satisfaction guarantee. If I'm not sure I can back up that
commitment, I won't take the work.
I don't typically
bill for time because I prefer the discipline of working for a
business result. That is better for you in the short run, and in the long
run too!
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High-impact consulting engagements
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State-of-the art publishing
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Conference
papers, training workshops, and coaching
All products
and services of Sales Performance Consultants, Inc., are 100% client satisfaction guaranteed.
Yes, I have occasionally had to do things over.
But that is the way it ought to be.
Cast of Characters:
Michael J. Webb, President
28 years creatively achieving results in sales and marketing
Accomplishments
Delivered the keynote address to the first two conferences ever held
on applying Six Sigma to Marketing and Selling.
Created process-mapping and value mapping techniques to help Fortune 1000
(and smaller) companies to change behaviors, identify bottlenecks, increase
close ratios, and improve forecast accuracy.
Earned extensive sales training facilitation and field coaching
experience with hundreds of sales people and managers in the U.S. and
Canada.
Implemented an
Internet strategy that turned sales training companys intellectual
capital into leading Internet sales training product, sold to SmartForce
(now SkillSoft) for seven figures.
Developed unique sales support software product which generated a two year ROI, 30% increase in
materials revenues, and a revenue stream with 90% gross margin.
Developed and implemented a control system integrators first sales and
marketing plan, doubled revenue in 2.5 years, reduced cost of sales 28%;
increased qualified proposal requests 49%; and increased target market
bookings from 7.5% to 43% of total sales. Implemented unique CRM system for
measuring sales activities and results.
Led 18 salespeople in an automation company's large-account sales of software, systems, and
services for major factory automation supplier. Liaison to product
divisions, leader of integrator channel development, consistently recognized
for top revenue growth performance in the US.
Opened regional territories for minicomputer and
manufacturing and pharmacy software systems. Rookie of the Year, and many
other awards.
Lead five person zone to top production in US business
forms company.
Professional Certifications
1998 Certified Quality Manager, American Society for Quality
1989 Certified in Production and Inventory Control,
American
Production and Inventory Control Society.
Educational Background
Bachelors Degree in Mathematics, Southeast Missouri State
University, 1976
School of Hard Knocks
28 years!
Behind the Scenes
I can't even come close to doing all this work alone. On
the partners page you read about some of the people who work with me on the
front lines. Below is some background on me and some of the people who prop
me up behind the scenes!
Leslie Webb
Vice President of Self Interest
Leslie's biggest fear when I started this business was
that I would not look out for myself (I tend to give too much away.)
So, I asked her if she would help me make sure I didn't do that.
"Would you be my V.P. of Self Interest?" I asked.
Well," she hesitated...
"How much time would it take?"
Of course, this answer proved she was perfect for the job!
Tom Gorman
Doctor of Common Sense and Chief Editor
Tom manages to take anything I've written and make it shorter, and better at
the same time.
He is a noted business writer (Writing the Breakthrough Business Book, and
The Complete Idiot's Guide to MBA Basics, and many others). He is also
an excellent ghostwriter and writing collaborator.
I am totally thrilled to have Tom on my team!
Scott Toberman
Chief Technical Wizard
I have no idea where Scott learned all the stuff he
knows, but it is amazing. Together, this website is our our fourth
development together (we've done whole applications as well as websites) - each more sophisticated
than the last. (If you're wondering why I imply this site is sophisticated,
you should know it is actually delivered by an XML administrative engine
Scott developed to make it easier for me to enhance and maintain the
content. Thank you Scott!)
Gladys
Chief Noise Maker and Cut Up
If I'm not expecting your call, you might hear some editorial comments from
the peanut gallery.
Gladys, Leslie's African Grey parrot, loves to spend time
supervising to make sure I'm not goofing off.
