Board Advisor / Mentor
Big Business Experience
CIBA-GEIGY (Novartis Pharmaceuticals)
Global TeleSystems (Pan-European Telecommunications)
Small Business Experience
365 Day Hairdressing
Greenwood Air Management
Mike is an accomplished interim Sales Director (part or full-time), mentor, coach, trainer and any combination to drive sales and generate the outcomes you seek.
Typical sales and business challenges tackled:
- Increase sales revenue and profitability, while reducing the cost of sales.
- Sell on value not price – shift to higher value solutions to become mission-critical partners, beyond being continually squeezed on price.
- Improve conversion rates from leads to profitable revenue streams, while reducing the number of time-consuming proposals.
- Deliver profitable growth in volatile and uncertain times, including the impact of Covid-19 and Brexit on sales strategy, structure and operations.
- MBA – London Business School
- BSc (Hons) Physiology & Biochemistry – Southampton University
- Certified Trainer in Neuro Linguistic Programming (NLP) & Master Practitioner – The Performance Partnership
- SPIN® solution selling skills, coaching workshop and follow-on training – Huthwaite International
- Languages: Spanish, Portuguese, French and German
Key Areas of Expertise
- Increase sales revenue and profitability
- Account Management
- Selling based on value not price
- Sales process design, development and implementation
- Improve conversion rates
- Penetrate new markets
- Launch new products
- Drive business change – energize, prioritize and execute
- Raise performance of teams
- Turnaround and Growth
- Performance improvement mentor, coach and trainer
Sales transformations successfully delivered include:
Increased sales from £11m to £15m for a company which had declined by 25% over 4 years into losses, by refocusing on high value solutions away from price-driven commodity sales.
Designed and executed a complete B2B sales programme from scratch for a €500m business with 110,000 business customers; trained and coached 30 line managers and 250 sales people to successfully implement the programme.
Integrated, streamlined and aligned acquisitions, sales operations and processes across multiple countries.
An experienced hands-on change agent who converts the high-level strategy into the reality of your day-to-day sales operation. My work is done when the transformation is embedded and the organisation operates at the required higher level of performance.
Proven interim Sales Director and Managing Director to transform your sales:
- Delivered over 20 assignments over 30 years to achieve turnaround and growth.
- Extensive track record of sales performance improvement in Telecom, Technology, Industrial and Creative sectors.
- Client companies or subsidiaries are typically £1m-500m turnover with sales teams from 1-250 people.
- Substantial European and Middle East experience.