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Recent Projects The recently completed projects listed below illustrate the wide range of assignments that SPS is capable of handling. Click on the topic you are interested in.
Reorganized sales force into channels - Led client development of strategic selling plan, creation of value proposition, organization into channel specific sales forces, development of staffing model, pilot test market, and national rollout. Improved manufacturer's rep performance - Evaluated a potential change from manufacturer's reps to direct sales force, recommended retaining reps and designed rep selling processes to improve performance. Led client team in development of strategic growth plan - Plan led to identification of alternative ways of utilizing excess capacity, strategies to add new key accounts, and programs to expand market share with current customers.. Researched buying practices and buyer decision behavior - Conducted research with buyers to determine how and when they made decisions. Developed selling strategy to get to buyers earlier in decision cycle and partner with them. Sales funnel increased by 400%. Developed recruiting toolkit and sales compensation plan - Researched star performer characteristics, developed competency model, created scaled interview guides, and matched sales compensation plan to target profile sought. Organized around customer value proposition - Led client team in the determination of target market segments, a custom value proposition, an organization structure to deliver the value proposition, and an implementation plan. Led client team in marketing plan development - Created a process by which a client created a marketing plan with professional guidance. Project included structured readings and discussions to teach non-marketers best practices and focus the company on customers. Split out OEM unit - Created a separate OEM business team and sales unit from within a manufacturer / distributor. Led team in developing its customer strategy. Wrote work processes that allowed team to function effectively on its own. Researched and created channel value proposition - Conducted focus groups with leading distributors to determine their business needs and desired supplier relationships. Drafted customer value proposition and prepared Power Point slide presentation to explain proposed new relationship to these customers. Surveyed customers in pilot market - Helped client implement channel reorganization in pilot market. Designed and implemented written survey to measure customer satisfaction with new structure and compared to sales force answers. Researched industry profitability drivers - Conducted a 13-company research project to identify that there was a direct correlation between four key business drivers and profitability. Restructured sales force to deal with significant loss of business - Developed strategies to retain top sales people when major customers adopted off-shore private label programs. Developed compensation plans to stabilize the sales force and prevent mass defection. Developed margin improvement profit sharing plan - Developed profit sharing plan that rewarded management to improve profits above historical (low) margin levels. Developed balanced scorecard profit sharing plan - Developed a profit sharing plan and profit growth sharing plan that allocated a profit sharing pool based upon the company's balanced scorecard measurement system. Installed proprietary software to manage salaries, profit sharing, publish performance descriptions, and publish other documents needed to communicate a comprehensive compensation system to differing classes of employees. Developed phantom stock and profit sharing plan to retain key management - Developed phantom stock plan that motivates management to grow revenue and improve margins. Phantom stock and profit sharing are balanced to create lifetime wealth creation opportunity sufficient to assure long-term continuity. Created sales compensation program to fit change in business model - Developed and piloted new compensation plan to fit fundamental change in field direction. Involved extensive simulation of financial impact on company. Developed marketing department profit sharing plan to create teamwork - Developed profit sharing plan for field sales and inside marketing personnel that drove team behavior and innovation. Developed job performance definitions for management team during strategic reengineering - Identified company success factors and the role each person had to play to support each. Defined visible job outcomes at expected and outstanding performance levels. Put job outcomes, MBOs, and financial goals on one sheet of paper for focused performance management. Developed economic value-added compensation plan - During a change in management, rewarded new team based upon improvement over the risk free cost of capital. Permitted owner to phase-out while not overpaying new management. Evaluated high technology industry sales compensation plan - Provided critical review of in-house developed plan for Chief Financial Officer. Developed management compensation program to substantially upgrade profit level - Management sought to raise profits in revenue flat business in order to create higher market value in anticipation of sale. Developed key-employee hiring package including stock purchase and profit sharing - Management sought to recruit a talented person to purchase company shares at a rate determined by performance.
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