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| The following were extracted from Customer Letters
to PERFORMAX or our Associates. |
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"Tough economic times put unique challenges in
front of any sales organization. Determined to pre-empt
the effects of the slowing economy on our annual sales objectives,
we hired PERFORMAX to conduct a Selling in Tough Times!
Workshop for our Sales Managers and Directors.
This workshop, their simple tools, and the work they
did with my team ahead of time, exceeded my expectations.
My sales team acquired new sales tools, processes and knowledge
necessary to not only weather this economic storm, but to
thrive in these tough times."
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Zoran Veselic, VP Visual Environments
Christie Digital Systems
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| "We enjoyed a very successful year's
business performance with significant revenue growth and 100%
increase in profits." |
Julian David, NSM
IBM UK's Commercial Division |
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| "The system has provided a foundation
of a consistent sales & sales management process across
the whole company. We all now speak the same language. The
largest single sale of this company to date, over $55 million,
was a textbook application of the sales process." |
Bob Acosta, VP Sales
HNC ISG |
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| "To sum up where we were and where
we finished with numbers: After Q1 last year (before I moved
into role), the branch was at 69% of plan year to date. In
the second half of the year, we more than made up for that.
We won many new accounts and finished 119% of plan for the
entire year, or 131% during the final 9 months! It was a great
turnaround that was a true team effort. As they say in basketball,
thanks for being our sixth man!" |
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Gary Kenning, Regional Sales Manager,
SoftChoice
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| "In fact, I now see that this approach
and program is laying bare many of IBM Corp's key problems
and more important, makes them relatively simple to fix." |
Mauricio J. Castro
IBM Latin America HQ |
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"The PERFORMAX System filled a gap in my role as
a professional sales person, as it allowed me to better
use the natural skills and other tools that I already had.
Diligent use of the System and its tools enabled me to function
at an executive level both internally in my company and
externally with customers, as the process enhanced my personal
credibility in front of Sr. Management.
Before I used the system, I was a good sales person
meeting my sales targets sometimes. After using the system,
I became a high-performing professional sales person consistently
blowing away targets and making President's Club every year"
Charles Casey, Strategic Account Sales, Thomson Carswell
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"Simware, like many other software companies,
arrived at a crossroad where, in order to survive, it became
necessary to Invent a new product line,
change our Marketing Approach and change our Sales Model from
a Product Push to a Solution/Partner Pull. Since Performax
had worked with us in the past, I called on them again to
help with this mission critical challenge.
Their consultants took great care in helping us define and
implement a new Sales Culture and related Processes (backed
by their Performax System). The discipline inherent to the
system enables us to manage and target our
Value & Solution offerings much more effectively, and
as one of my Sales VPs says... "The Process works
like crazy." |
Glen Brownlee, CEO
Simware, Ottawa |
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| "In short, I would thoroughly recommend
CCMC (now PERFORMAX) and your FMO Workshops . You have helped
make being an effective Sales Manager a more quantitative
and measureable process. And more successful." |
Reid Hawkins, National Sales Manager
SAS Institute (Canada) Inc., Toronto |
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| "...what a brilliant workshop, training
and system you brought to the Fitness Institute It was invaluable
training and the system was highly successful for me . You
will be long remembered by me for not only your expertise
but the sense of humour you brought with it." |
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Shiela Burridge, Sales Person
The Fitness Institute
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| "PERFORMAX's sales processes, tools
and skills development were crucial to the sales successes
of Platform in the North American Market. Their assistance
in enabling an opportunity management process backed up by
their easy to use tool and skills development for the entire
sales team were instrumental in growing software sales
88% Year over Year to new record revenue and profitability
at Platform Computing." |
George Staikos, VP North American Sales
Platform Computing, Toronto |
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| "The PERFORMAX System takes a very simple
and systematic approach to;
Creating Accountability (in black and white) for $
targets;
Planning the selling Activity on how to achieve or
exceed these targets;
Tracking and Forecasting the Sales Funnel through Opportunity
Management to see if they could make their targets, and
if not, take appropriate actions - before it was too late.
Post training and implementation, we saw immediate and over
time, key improvements:
19% Sales increase in the first year 28 %
Sales increase the second year.
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Karen Holmes, VP Sales & Service
Dun & Bradstreet |
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| "...Through a series of Opportunity
Managment workshops, periodic reviews, coaching and counselling
sessions, we have created an effective business development
capability, which, in 6 months built a frontlog of some $120
million in fully qualified opportunities, the highest of any
OMS operation worldwide, won two major contracts totalling
$50 million in contract value, one against the market
leading competitor, clearly defying the odds..." |
Gerry Lalonde, Managing Director
Digital's Outsourcing Division |
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| "One topic that got me thinking and
moving in the right direction was the Sales Manager Plan,
Keeping the funnel filled and closing gap strategy. I'd say
this definitely help me put things into perspective. You can
have the greatest reps in the world, but you have to have
structure, guidelines, strategy, and goals to ultimately close
the gap to exceed plan." |
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Paul Carillo, Branch Manager,
SoftChoice
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Bruce's Team choose The PERFORMAX Sales &
Marketing Group of Toronto to determine, build and implement
the Processes required to turn the division into an effective
selling machine, and to also facilitate the cultural change
required to support.
According to Bruce, "We were impressed with PERFORMAX's
thorough, integrated, end-to-end sales effectiveness process
and their depth and competency in sales management, versus
the many other sales consultants we saw who lacked this vital
dimension. Initial consulting identfied the immediate
need for funnel management and performance management tools,
so we had to address these first.
As we embarked on a journey to implement an Integrated Sales
Management System. With your help and guidance we were able
to roll this out in the 4th quarter and are now using the
system regularly. In my opinion, the system is simple but
effective but more importantly, your tenacity in ensuring
the engagement of the entire management team through regular
funnel reviews has enhanced our ability to sustain the funnel
and to use it as a coaching tool." |
Bruce Calder, General Manager, Corporate
Sales
BC TEL |
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| "We've more than doubled our high
end systems business... productivity per sales rep experienced
a similar increase... their productivity is at least a third
higher than the industry average." |
Dave Black, CEO
Silicon Graphics, Canada |
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| "As a result of your program, not only
have the above issues improved dramatically [forecasting],
but StorageTek achieved the forecasted Q3 sales targets that
we believed difficult to attain." |
Michael McLay, Vice President, Sales
StorageTek Canada Inc. |
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| "We grew more than 25% which
allowed us to gain a couple of points in market share...
we ended up with a very profitable organization as a result
of a significant increase in productivity." |
Carlos Fernandez, Manager Select Accounts
IBM de Chile |
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| "By year end, sales were 110% of
plan and profits were over 130% of plan. I would thoroughly
recommend CCMC (now PERFORMAX) and your Opportunity Management
process to any other organization whose sales are slumping.
I look forward to working further with you." |
Gerry Graham, Vice President Sales
Moore Business Forms & Systems (Canada) |
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| "After a series of quarterly losses,
we are now to report to our shareholders that the last quarter
was profitable. This is, obviously, a major achievement
and we appreciate the role you placed in our success. PERFORMAX's
Focus on Controllables emphasis has made our sales people
more directed and productive." |
Michael M. Greenberg, Chairman
ISG Technologies |
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| "PERFORMAX was engaged to help define
and "Ideal Culture" to facilitate the change from
an Engineering and Operations driven to one where the "Customer
is King". Since the implementation of The PERFORMAX System
the results have been impressive. Every member of the sales
team is consistently using the system - a major feat for any
sales organization. The team has been able to identify individuals
in need of help who would otherwise have slipped through the
cracks. From a Marketing perspective, the System has provided
a vehicle to capture marketing information and build it into
the sales forecast." |
Mike Gormick, Director of Sales & Marketing
BC Hydro |
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"Since our Opportunity Management
Training in early fall, the Q3 ovr Q2 revenue improvement
has been measured at 20%, and Q4 is up another 12%...
I regularly receive feedback from the sales people about:
How focused we are now
Opportunity Management directs your Sales Activity
And hones ones ability to drive sales actions to the
close
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Karen Holmes, VP Corporate Sales
The Printing House Limited, Toronto |
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"I would recommend these programs to
any company who wish to ..
Tie individual goals to corporate goals;
Better focus Managers and Employees;
Make people more effective in their jobs;
Improve overall communication throughout the company.
For Managers Only Inc. (now PERFORMAX's) Training Programs
& PERFORM backed up by Consulting are an excellent way
to implement fundamental change and discipline into an organization." |
Robert Gordon, President and CEO
Oracle Corporation Canada Inc. |
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| "What a powerful System, we thought
it would take 6 months to take effect, and after only 3 its
making a difference." |
Greg Nordal, Vice President & General
Manager
Dun & Bradstreet, Canada |
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".. the increased focus and discipline
is already paying dividends:
Our Base Business has grown by 67%;
Contribution as a percentage grew by 50%
We have signed deals without compromising our contribution
ratio. In fact, we have been value pricing our new deals
to yield much higher margins."
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Mike Cardiff, Senior Vice President, Sales
& Marketing
EDS Canada |
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| " The PERFORMAX training gave me a comprehensive
and detailed understanding of the sales process, which in
turn helped me realize where opportunities could be won so
that the sales quota could be attained." |
Rob Piccolo, Sales Person
Platform Computing |
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| " Beyond having a greater level of sales
forecast accuracy, I have also improved my sales prospecting
and sales funnel management skills. Applying PERFORMAX Opportunity
Management skills in my territory management plan has enabled
me to have and enjoy a more effectively managed and higher
revenue producing territory." |
Michael J. Mugford, Account Manager
Fonorola |
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| " At the half year point, I was significantly
behind plan. When I used the Opportunity Management Planning
Process and Opportunity Tracking Tool, I realized that, by
focusing, I could make my year. In fact, I ended up just short
of my annual $ Target." |
Joe Fisher
Xerox MVS |
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" At that time, we were significantly
behind our Plan, and didn't know if we even had enough opportunities
to make our year end objectives.
However, we did manage to make our quota and one of the key
reasons was our commitment to an Opportunity Management process.
Your assistance in helping us develop an Opportunity Management
process was important to our success. In addition, the education
sessions that you ran for my marketing units across the country
ensured a quick and effective implementation." |
Neil Isford, Director, Personal Systems Solutions
IBM Canada |
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