Increase your sales team’s productivity & reduce your cost to acquire new customers by adopting a simple, effective sales process discipline.

Sales is not an art. It’s a science. It’s not a personality type. It’s a business discipline. Is your sales team aligned to a sales process? Do they know the key metrics that drive sales success? What method of accountability do you have in place? Will your current prospecting activity get you to your goal?

Let’s fix this now!

Monte Bambrough has successfully coached & developed hundreds of sales professionals in 35 states and Canada. His experience includes field sales teams, inside sales, e-commerce, customer service, B2B & B2C. He has facilitated sales success in multiple industries with geographically and vertically diverse customers including local, state & federal governments, K-12, higher ed, medical, professional, industrial, privately held and publically traded Fortune 500 companies.

As a former entrepreneur, co-founding a successful business at the age of 25, Monte understands the growth challenges that businesses face and he brings a high energy, motivational, immediately actionable presentation laced with humor to enhance retention & adoption. Your team will enjoy the engagement and will take away guidance that will drive measureable improvement in their personal financial results and your bottom line.

As a speaker at your next sales meeting, conference, sales training event, executive retreat, or as a contracted consultant & sales coach, Monte has a sales process discipline program customizable to meet your needs.

Visit our website at: www.SalesProductivityCoach.info.E-mail: MonteBambrough@SalesProductivityCoach.info or call: 585.364.8939 to begin your sales productivity improvement now!

The status quo.All too often we find that many sales people don’t know what key metrics influence their sales success and contribute to, or detract from, their sales productivity. Many don’t know what their close rate is. Find out for yourself. Ask one. If they don’t know what their close rate is, then they don’t know how much effort will be required to achieve their objective. It sounds like such a basic, common sense notion. It’s obvious. Right? And yet, ask one. They don’t know. And in some very unfortunate cases, they don’t even know why you think they need to know their close rate. And, as you might imagine, they don’t know how to figure out what their close rate is.

We need to fix this.

Do the math.If you need new customers, or incremental new sales, this year and you don’t know your close rate, then you don’t know how many proposals you must make in order to net the number of new customers/incremental sales you need. So in week one, how do you and your sales manager know if you are on track to achieve your goal? You won’t know until the end of the month, quarter or year, when you may come up short. By then it’s too late to do anything about it.

Productive sales success comes from proactive execution, not reactive. And you can’t implement a correction plan if there was no plan to begin with.

Sales process discipline.What’s missing is a defined sales process. Professional sales people should know the metrics that drive their success. They should begin every new year knowing their specific, unique success factors (one size does not fit all) and the variable components that are key influencers in their math to success. They should use those variables to provide the guidance they need to correct shortfall trends and to accelerate run rates.

100% to plan is a “C”/Meets Expectation result. We’re coaching for over achievement!

News you can use.My approach is easily understood and implemented. I deliver the sales discipline message with energy, passion and humor. Your teams will take away immediately actionable steps, which, if adopted, will increase sales productivity and personal financial rewards.

Let’s get started.

About Monte Bambrough

585.364.8939 linkedin.com/in/montebambrough MonteBambrough@SalesProductivityCoach.info

Motivational public speaker delivering immediately actionable advice to sales teams and management. Proven to accelerate new customer acquisition and sales productivity improvement reducing the cost to acquire new customers.

Nationally networked Sales Senior Vice President with demonstrated success in B2B field sales management, inside sales, B2C direct sales & marketing. Experienced integrator of acquired businesses with an ability to adapt quickly to new environments, analyze situations and communicate expectations achieving culture shift acceptance, improved morale and sales productivity. Successful customer acquisition, retention and profitable growth in a functionally and geographically diverse customer base. Led sales teams to accelerated sales growth by establishing specific sales metrics, sales pipeline management and accountability to activity expectations.

Strong verbal and written communication skills – able to inspire and motivate with messages that clarify objectives and encourage change.

Change management & personal adaptability – successfully led the integration of 6 acquired businesses.

Excellent listening skills – effectively delivered cultural change by gaining a clear understanding of the specific environment and building a bridge from there to the desired new state.

Profitability focus – demonstrated efficient new customer acquisition, customer retention, margin management and expense management. Full P&L responsibility experience.

People selection, training and development – coached and developed 6 Regional Sales Directors and over 50 District Sales Managers in 35 states, the District of Columbia and Canada.

Cross-functional cooperation – experience in field sales, inside telephone sales, internet sales (SEM & SEO), retail sales coordination, customer service and supply chain processes facilitates collaboration between cross functional partners.

Customer diversity – experience with customers in a wide variety of industries including government, schools, Fortune 500 and SMB.

PROFESSIONAL EXPERIENCE

SALES PRODUCTIVITY COACH/SPEAKER

Sales productivity improvement. Sales process discipline. Reduced cost to acquire new customers message delivered with high energy. Motivational, mixed with humor and actual successful experiences in multiple industries across the US & Canada. Immediately actionable steps shared for a quick return on time invested.

GLOBAL CLUB CARD, New York, NY

Senior Vice-President, SalesEstablishing sales processes and building out the North American sales organization for a new international start-up Public Benefit corporation headquartered in the World Trade Center in New York City. Focused on deploying a field sales organization committed to commerce, community and compassion. Looking for merchants to participate, members to join and charities to benefit.

SUPERIOR PLUS ENERGY SERVICES, Rochester, NY

Vice President, Sales & MarketingIntegrated the sales and marketing functions of 6 acquired companies with 47 field offices in 8 northeastern US states. Established a new sales management structure to accelerate new customer acquisition. Hired 5 new regional sales managers. Designed & implemented a new field sales rep goaling and compensation plan. Introduced a performance improvement process to increase field rep productivity. Redirected marketing spend to improve marketing effectiveness & ROI. Implemented SEO & SEM platforms to drive internet sales. Added an inside sales team and a customer relationship management team. Built a commercial sales team to grow B2B business. Deployed a formal lead generation process and introduced a sales CRM tool (salesforce.com). Serve as one of five members of the Senior Leadership Team. One of three members of the capital management committee and one of five members of the 401k committee. Placed on the Board of Directors in 2012.

OFFICE DEPOT, Business Solutions Division (B2B Field Sales Division)

Vice President, Sales, Northeast U.S. and CanadaStabilized and refocused a failed acquisition integration in the Northeast U.S. Stopped major customer loss and sales rep departures by effectively communicating a new focus and culture of proactive pursuit of revenue for the B2B field sales team including 6 regional directors, 25 district managers, sales support staff and over 180 field sales reps in 14 states and Canada. Directed the customer retention and acquisition strategy, negotiation, approval and implementation of multi-million dollar contracts as well as a new focus on small and medium businesses. 2008 improved operating profit by 3% by reducing selling payroll and driving increased sales per

rep. 2009 #2 nationally in sales vs. prior year. Region delivered over $560 million in sales. Q1 2010 #1 nationally in sales vs. prior year. Region had largest new business pipeline

nationally.

Integration Director, Axidata, CanadaEstablished a clear set of integration priorities and subsequent business objectives that enabled the successful joining of the Axidata culture and processes with the Office Depot North American BSD. Led a team of cross-functional participants to successfully integrate a $70M Canadian technology

sales company with 120 associates. Merged the legacy Office Depot field sales team of 22 associates into the new Canada BSD

platform. Coordinated the B2B sales team’s engagement with the Canadian retail store management team.

The successful integration led to a promotion to Vice-President, Sales for the Northeast U.S. & Canada.

Regional Sales Director, Southeast RegionSet expectations using a formalized sales process with performance measured against specific rep level metrics. Managed 11 district sales managers with 140 field sales reps and 20 sales support staff. Sales offices in Orlando, Fort Lauderdale, Tampa, Jacksonville, Tallahassee, New Orleans, Jackson, MS and Memphis. 2004 112% to sales plan on sales of $364M. 2005 Regional Sales Director of the Year. 107% sales to plan. 12% growth over previous year.

114% to operating profit objective. Chairman’s Circle Award. 2005 supported New Orleans team through hurricane Katrina disaster. 2006 won renewal of $40M State of Florida contract.

Regional Sales Director, Northwest RegionChallenged the sales teams to establish 100% to plan as their minimum objective and to build sales plans that exceeded 100%. Consistently communicating this message created a new expectation, a new sales culture, and produced West Region leading results. 6 district sales managers with 80 field sales reps and 18 sales support staff. Sales offices in Seattle, Portland, Denver and Salt Lake City. Of the 6 District Sales Managers, 4 have since been promoted to Regional Director positions. 2003 sales of $190M at 102% to plan.

Regional Sales Director, Mid-West RegionAccelerated change management and cultural shift from acquired company Mid-West Office Products mentality to Office Depot approach delivering improved annual sales performance, productivity and profitability. Managed 6 district sales managers with 68 field sales reps and 14 sales support staff. Sales offices in Denver, Minneapolis, Omaha and Des Moines. 2000 sales at 108% to plan. 34% growth over 1999. 2001 sales at 100% to plan.

Regional Sales Director, Denver, COReduced and redeployed sales districts. Implemented new sales deployment model dividing the sales reps into business development and customer retention only roles. Conducted a full effectiveness analysis of the inside customer service team, changed the organization of the team, including the Customer Service Manager, resulting in improved productivity and customer satisfaction. Took region from a $2.2M loss in 1997 to a $1.7M profit in 1998. Improved Gross Profit % by 400 basis points in 2000. Reduced selling expense from 22.72% of sales in 1997 to 11.13% of sales in 2000.

General Manager, Salt Lake City, UTLed the integration of Eastman Office Products, Salt Lake, into Office Depot following the acquisition of Eastman. Coordinated the efforts of systems and supply chain integration as well as the construction of a new distribution center. Increased sales from $3.5M to $15M. Won $8M State of Utah contract.

EASTMAN OFFICE PRODUCTS, Salt Lake City, UT

Vice-President, General Manager Led the integration of Tri-West Office Products into Eastman following the sale of Tri-West to

Eastman.

TRI-WEST OFFICE PRODUCTS, Ogden, UT

President, Co-Founder Wrote start up business plan including sales projections, cash flow models and expense budgets. Sought out and marketed additional business solutions including cell phones, long distance

minutes and event rental equipment to improve margins and expand sales with existing customers. Negotiated the sale of Tri West to Eastman.

BA, Sociology, Organizational Behavior emphasis, Weber State University, Ogden, UT