Sample Past Engagements

• Management Assessment and Development - a client in a niche industry was struggling to develop a sales staff.  After three years of turnover and frustration Accountability Partners was engaged to assess the underlying dynamics.  What we uncovered was a classic case discussed in Larry Bossidy's book, Execution, The Discipline of Getting Things Done, an organization with the passion, desire and market opportunity but without any of the foundational work necessary upon which to build and maintain a successful sales staff.  We went to work developing the infrastructure, hiring the right staff, implementing training programs and measuring the results. 

• Sales Operations Guide - as you know from Michael Gerber's best selling book The eMyth, the development of operational guides are key to moving from being a technician working in the business to a manager or entrepreneur working on the business.  Many people feel comfortable with documenting concrete processes but less so with more subjective"soft" functions, such as sales.  For an example, of a Table of Contents click here.

• Management Mentoring - "Sally" was the typical star sales performer you "never" promote to a sales manager.  You know the old maxim...."those who can sell do, and those that can't .. they become managers".  Well in this case the maxim was wrong, badly wrong.  The company was losing out on an individual with great knowledge, passion and work ethic, Sally was losing out on using her experience and increased maturity.  Everyone was losing - Sally and the company.  We assessed her willingness and ability, coached her on the changing dynamics (i.e. different measures of success, different compensation structure) and developed a plan to train, coach and develop Sally.  She now leads the sales department - to the benefit of the owner, the company, Sally and the sales staff.