CEO Advisor Newsletter
June 2011

         Grow your business to the next level™           
 

In This Issue
 
 
FREE INITIAL CONSULTATION

Contact CEO Advisor, Inc. today for a FREE Initial Consultation on growing your business to the next level. Call us at (949) 759-8676 in CA, or (301) 580-8071 in the DC Metro area.

 

CEO Advisor, Inc.  Advises 

Advanced Cluster Systems on Overall Business Strategy

      
CEO Advisor, Inc. (www.CEOAdvisor.com), a leading business advisory firm serving the needs of CEOs, presidents and business owners of small and mid-size companies is providing overall strategy, accounting, fund raising, sales and marketing advisory services to Advanced Cluster Systems, LLC (ACS), an early stage software company specializing in parallel computing.  


CEO Advisor, Inc. provides affordable, hands-on advisory services on strategy, goals, funding, sales strategy, marketing, finance, mergers and acquisitions to grow businesses to the next level.  As a trusted CEO Advisor to business owners since 2004, the firm specializes in driving growth and profits exclusively for business owners in a one-to-one advisory role on a weekly basis. 


Advanced Cluster Systems (www.AdvancedClusterSystems.com) provides the patent-pending SET (Supercomputing Engine Technology) software that enables quick, efficient and cost-effective supercomputing-style parallelization of any modular code without modifications.  The company's goal is to completely revolutionize the high performance computing software market with proven, disruptive technology.  Zvi Tannenbaum, CEO of Advanced Cluster Systems states, "Our expertise in parallel computing is unmatched in the marketplace, and we believe our patents, software and related technologies will solve a tremendous problem in the high performance computing market."


Mark Hartsell, CEO of CEO Advisor, Inc. states, "ACS has a great team, powerful technology and intellectual property and will be a driving force in this market.  Our complete approach to advancing their business strategy will enable them to grow and realize their full potential."  


About CEO Advisor, Inc.
CEO Advisor, Inc. provides business advisory services affordably and effectively to meet the specific needs of CEOs, presidents and business owners of small to mid-size companies in a wide range of industries, including technology, services and light manufacturing.  CEO Advisor, Inc.'s mission is to advise business owners with the needed expertise and focus, coupled with hands-on advice and work performed to grow your business to the next level.  By specializing in the needs of CEOs, presidents and business owners, we focus on growth, opportunities and challenges that you and your business encounter every day. 


Contact CEO Advisor, Inc. today at (949) 759-8676 in So. California, or (301) 580-8071 in the Washington, DC Metro area, by email at info@CEOAdvisor.com or visit us at www.CEOAdvisor.com for more information.


Contact Advanced Cluster Systems, LLC at (949) 494-0440, by email at sales@advclustersys.com or visit them at www.AdvancedClusterSystems.com for more information. 

 


Words of Wisdom  
 

"Teamwork is the ability to work together toward a common vision. The ability to direct individual accomplishments toward organizational objectives. It is the fuel that allows common people to attain uncommon results."

 

Andrew Carnegie

Entrepreneur, Businessman

 

Client Testimonial 
  
  
"I have been a client of CEO Advisor, Inc. for 2 years, and they have introduced many new ideas for us to improve our business. Once implemented we have seen very tangible increases in our sales that have added greatly to the value of the company. In addition, because of our CEO Advisor's experience, he has advised us on many organizational changes, such as revamping our sales strategy and team that will have a big impact in the future as we raise additional funding and we ultimately sell the business. 
  
CEO Advisor, Inc. has also helped us with our financials and coached us on using this information to make better management decisions. They have shown us how to increase the price of our products and services without impacting our customer acquisition, which has been a large boost to our revenues. I strongly recommend CEO Advisor, Inc." 
  
CEO/Founder,
Software Company

 
Quick Links

  • Member of Accredited Organizations:
    • Tech Coast Venture Network
    • Technology Council
    • OCTANE

    Visit us at


     

    Call (949) 759-8676 in CA or
    (301) 580-8071 in the DC Metro Area
     
    Greetings!

    At CEO Advisor, Inc., our mission is to provide CEOs, presidents and business owners of small to mid-size companies the needed focus and expertise, coupled with hands-on work and advice to grow your business to the next level.

    With over 30 years of business experience from corporate America to funding, growing and selling a software company to a large NASDAQ company, we have the experience to drive your company forward. I have a Masters Degree in Business (MBA) from Loyola University and a certification in Mergers and Acquisitions from the Wharton School of Business, University of Pennsylvania.

    To grow your business to the next level, contact Mark Hartsell, MBA, CEO at (949) 759-8676, by email at MHartsell@CEOAdvisor.com or visit us at www.CEOAdvisor.com for more information.   

    Mark Hartsell, MBA
    CEO


    Hiring, Building and

    Managing a Sales Team  

     

    CEO Advisor Can Help You Build Your Sales Team

     

    In most small companies, you may be the sales manager, marketing director and salesperson all in one. As you grow, however, you'll find you need additional people to handle specialized jobs. These include other management positions. One of the most critical positions you will need to hire is sales, because sales are what drive your company's growth and profits. All other things being equal, the more salespeople you have, the more sales you will generate.  Adding sales personnel and improving your existing sales staff are essential parts of growing your company.

     
    Measuring Sales Productivity 


    Tracking sales by salesperson is an essential part of effective sales management. To track your sales team properly, you will need to set goals by creating a Sales Plan with sales goals by salesperson by month for the fiscal year. Then, communicate these goals to each salesperson regularly and hold each of them accountable for meeting their goals.


    Hiring Salespeople 


    Adding salespeople can result in steadily increasing sales. This can free you up to better manage the sales team and spend time and energy on other tasks. Hiring salespeople could also hurt sales, erode profits, damage valuable customer relationships, and destroy your image in the marketplace. The difference between these two scenarios is the difference between hiring the right salespeople and the wrong ones.


    Salespeople are the ones with the most daily contact with your prospects and customers. They need to be pre-screened, interviewed two to three times, have their references checked and have a background check performed on them. To hire the right salesperson for the job, you have to have a clear understanding of what you need with a concise job description. Do you want someone who is a closer or one who takes more of a consultative sales approach? 


    Good salespeople want to be treated fairly and with respect. This starts with disciplined and consistent training.  Misunderstanding your company's compensation plan is one of the main reasons for sales staff dissatisfaction and turnover. For all potential new hires, explain precisely how they will be compensated. In addition, clarify the territory, your sales goals and performance expectations, the training you will offer, and the sales tools you will provide including a CRM software solution, target lists and leads. You should also provide candidates with a thumbnail description of the market and the competition.


    Once you initiate the salesperson search, consider the following:

    1. Look internally. You may have technical, support, operations or administrative people who would and could successfully move into sales. Post the ad internally or discuss the opportunity with employees that represent a fit.
    2. Ask for employee referrals. Chances are your existing employees know the kind of people who would be great salespeople and happy working for you. 
    3. Network with suppliers, customers, colleagues, advisors and social contacts. This can be cheaper, faster and more reliable than advertising to the general public.
    4. Check with professional associations. They may have job lines to help members find employees.
    5. Online advertising. The speed, freshness and searchability of online job sites make them attractive options for both candidates and employers.
    6. Check with your local universities. You may be able to hire a recent graduate who's enthusiastic, effective and less expensive than a seasoned professional, or an intern for lead generation or sales appointment setting.  
    7. 

    Types of Salespeople

     

    Manufacturer's Reps or Independent Contractor Salespeople  

    Manufacturer's representatives and agents are terms used to describe independent contractor salespeople who work on commission. Independent contractor salespeople are not on a base salary, they receive a percentage of what they sell. They offer a practical, cost-effective alternative to a direct sales force for many growing companies. There are more than a half-million reps in North America, most selling to targeted markets in select geographic regions.  

     

    Telemarketers/Inside Salespeople 

    Telemarketers who contact prospects and customers by telephone can provide customer service, perform sales, as well as, take orders. One of a telemarketer's most useful jobs is generating qualified leads. Because you contact customers by telephone, it's easy to track results from a telemarketing effort. You can build your own telemarketing operation in-house by implementing a CRM software and secure lead lists, setting goals and managing the sales effort.  

     

    Direct Sales Team

    This is the heart of your sales team and where you will leverage your sales for growth. Be disciplined in your hiring and training to increase your odds of successful hires.  Make sure you hire salespeople that are hungry to get on the telephone, aggressive to gain meetings and close sales, motivated by money, are professional, coachable and experienced.   

      

    Sales Managers

    It's never easy to hand over responsibility for an important management job to someone else, but delegating accounts to your sales manager is a critical step to growth. It's unreasonable to expect you to be able to make 30 - 40 sales calls a day, direct other salespeople and run the company at the same time. Once you hire a sales manager, you'll be able to greatly reduce your sales calls, eliminate managing salespeople, and devote the balance of your time to the jobs you're uniquely qualified to handle, like devising the company's strategy, securing funding, making opportunistic acquisitions, develop new products, etc.

     

    A good sales manager has to be able to:

    • Manage salespeople and train them effectively
    • Develop sales strategies and plans
    • Set sales targets for the sales team
    • Monitor sales performance
    • Personally handle key customers
    • Prepare sales reports
    • Report directly to you or a superior  

    A sales manager should have good leadership and communication skills and have a proven record of growing sales in past positions. 

     

    CEO Advisor, Inc. is a specialist in helping companies build and manage their sales team so they can grow to the next level. Contact us today at (949) 759-8676 or email us at info@CEOAdvisor.com for a free initial consultation.  

     

     

     

     

     

     

     

     

     

     

    Copyright 2011 CEO Advisor, Inc. All rights reserved.