Over the past seven years, I have had the pleasure of working with a wide range of clients – across different industries, different geographies, different levels of experience, and different types of client facing roles. One factor that generally was common is that these were fairly large companies – Google, PIMCO, Allianz Global Investors, AAA, MetLife, and similar well known, world-class, pretty large companies.
When I came across smaller companies, I realized their challenges and opportunities were slightly different. Leaders needed a resource that could do more than pure sales training and coaching – they may need improvements in lead generation, technology platforms, sales process optimization, onboarding, and of course, sales execution. Finding that person is hard, and each hire becomes even more critical in a small company – a single employee represents 2% of the total company in a 50 person company, which is very different than Bank of America where each employee is 0.00048% of the total employees. In many cases, it doesn’t make good business sense for them to hire a quality Sales Director full-time, and pay them $200,000-$250,000 a year to manage a handful of salespeople. And yet, there is a HUGE opportunity for these companies to grow at their size by improving sales processes and sales person execution.
That’s why Y.O.S.D was created – to provide a solution to those owners who want greater revenue, a more engaged organization, and more time for themselves to focus on the areas they add the most value, or on the golf course.