sean gallagher leadership capabilities presentation

Leadership Capabilities Presentation For

Sean Thomas Gallagher

8180 McClanahan Drive, Browns Summit, NC 27214

972.897.6368

www.linkedin.com/in/seantgallagher

Contents

� Assignments

� Leadership

� Computer Skills

� References

Assignments� My core competency is the sale of services – tangible and intangible – based on long term

contractual relationships

� This sales expertise developed my skills� Selling at all levels within an organization – CxO through end user

� Selling in a complex sales environment with multiple buyers (technical, economic, user and the ultimate decision maker)

� Selling in both short and long sales cycles (1 call close to multi-year process)

� Selling long term value of relationships by building trust and rapport with clients

� Leveraging team selling

� Selling full portfolio of products and services

� Developing the long term value of the customer

� Managing the lifetime value of the customer relationship

Assignments� As a sales leader I

� Develop the value of the team and team sell with other departments, capitalizing on others strengths

� Promote continuous learning and development on the team, workingtowards conscious competency

� Identify areas of improvement for my team members and sales process to shorten the sales process and maximize revenue

� Provide positive reinforcement and realistic expectations to motivate the team to greater success

� Empower my team to take appropriate actions and move sales through the process

Assignments� In addition to my sales experience, I’ve been fortunate

to work with mentors who recognized my skills and expanded my experience

� I’ve also� Designed and sold marketing research

� Developed and implemented marketing programs including the collateral

� Held total responsibility for two customer care centers with 100team members supporting 400,000 customers, $45M in annual revenue and a $2.5M annual budget

Leadership

� In my career I’ve consistently and continuously found ways to improve the performance of my teams by providing them with value added resources

� Resources fall in two primary categories

� Customer facing processes

� Back office processes

Leadership� Customer facing

� While most salespeople don’t want to admit it, everyone is better with a script. The trick is to know your script so well it sounds like a conversation.

� I’ve work with my teams – especially inexperienced reps or those new to sales – so they realize they need to internalize their scripts. I share this example:� “Think about the character Johnny Depp plays in Pirates of the

Caribbean. You may not like him as an actor, but you can easily identify the character. Why is that? Did he wake up one morning and decide to be a pirate? Did he make up all the linesin the movie so he sounded natural saying them? No, he had a script and he rehearsed it hundreds of times until he became thecharacter. This is what we do as salespeople to effectively sell. You need to take your script, learn it, make it your own.

Leadership

� Customer facing

� Presentations (scripts) are “plug-n-play” ready for the customer with minimal customization required

Leadership

� Customer facing

� Once the presentation is finished my team has tools to present the value proposition to the customer

� Solutions are often custom tailored to the particular client and the value proposition will include specific costs/cost reductions or process improvements that encompass the total value for the customer

� First example page

� Many times the solution is high level and simply focuses on the bottom line costs associated with the partnership

� Second example page


� This example takes all components of a program into account and shows how a low initial cost results in a higher overall spend.

� This tool allows reps to walk through the cost elements of a program, even if they are not comfortable with a price/value conversation

Wearers 10

Towels (Weekly Delivery) 100

G&K Quoted Rate (11/11/2) $ 5.75 Other Quoted Rate (11/11/2) $ 4.00

Item Rental

Replacement

Price Item Rental

Replacement

Price

Shirt $ 0.45 $ 18.00 $ 0.40 $ 14.00

Pants $ 0.45 $ 17.00 $ 0.40 $ 13.00

Jacket $ 0.25 $ 36.00 $ - $ 25.00

Towels $ 0.06 $ 0.41 $ 0.06 $ 0.41

Towel Replacement 7% 7%

TOTAL: $ 65.24 $ 57.74

Items / Month Cost / Item Items / Month Cost / Item

Missing Garment 1 $ - 1 $ 17.33

Replacements 2 $ - 0 $ -

Damage Items 1 $ 23.67 3 $ 52.00

TOTAL: $ 23.67 $ 69.33

Total Cost $ 284.63 $ 300.29 Effective Unit Cost $ 6.67 $ 7.51

TermPrice Increases

Year 1 $ 3,700.15 $ 3,903.81

Year 2 $ 3,885.15 $ 4,020.93

Year 3 $ 4,079.41 $ 4,141.56 Year 4 $ 4,283.38 $ 4,265.80

Subtotal 48 Month Agreement $ 15,948.09 $ 16,332.10 Savings with G&K $ 384.00

Year 5 $ 4,497.55 $ 4,393.78 Subtotal 60 Month Agreement $ 20,445.65 $ 20,725.88

Savings with G&K $ 280.23

Year 6 $ 4,722.43 $ 4,525.59 Subtotal 72 Month Agreement $ 25,168.08 $ 25,251.46

Savings with G&K $ 83.39

Monthly Cost of Program

Uniform Program Analyzer

Other

Other

Other

Pricing

Other48

5%

48

3%

Common Items

Agreement

Leadership

� Customer facing

� For a high level analysis, team members input information and the sheet automatically calculates for presentation and conversation with the customer

Prepared By:

Prepared For:

Agreement # :

Date:

Valid Through:

Current Weekly Bill 509.00$ 22.00$ Deal Highlights

Number of Wearers 35 20% Weekly savings %: 15%

Inventory per Wearer 24 3,696.00$ 5 year savings %: 6%

Transition Cost: 3,696$

5 year savings: 7,350$

New garment value: 18,480$

Total value: 29,526$

G&K Weekly Bill 435.00$ 8

Transition % Covered by G&K 20% 8

Agreement Term - Months 60 62

12 24 36 48 60 72 84

Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7

Current Provider 26,468$ 26,468$ 26,468$ 26,468$ 26,468$ 26,468$ 26,468$

G&K 22,620$ 23,751$ 24,939$ 26,185$ 27,495$ 28,869$ 30,313$

Savings by Year 3,848$ 2,717$ 1,529$ 283$ (1,027)$ (2,401)$ (3,845)$

TOTAL SAVINGS: 3,848$ 6,565$ 8,094$ 8,377$ 7,350$ 4,949$ 1,104$

ABC Company Financial Impact

Free Weeks of Service

C 123456

$0 transition costs

G&K Services

Transition Program

G&K Partnership

How is your current provider going to save you $29,526?

Current Environment

Average Garment Cost

Typical Transition L&D %

Expected Financial Impact

Partnership Length - Months

Recovery Weeks

Reduction in weekly spend

Sean Gallagher

Additional $7,350 savings over 5 years is like getting another 17 weeks for FREE!

$7,350 savings over 5 year partnership assuming no price increases by your current provider over the next 5 years.

Benefits of G&K Partnership

Better service and accountability

100% brand new garments at transition - $3,696 G&K investment in your company!

ABC Company

4/1/2009

4/16/2009


� The beginning of all customer facing activities is the training of the team� Recently I’ve been fortunate to have a training department to provide

formal training

� In addition I train reps and provide reinforcement and augmentation to the corporate training objectives� Behavior training, you need to understand your personality and your

customer’s to maximize your opportunities to sell – Synergy Solutions personality profile (Driver-Expressive-Analytical-Amiable), Myers-Briggs, Caliper, Oxicon sales profile

� Learning models

� Sales processes

� Skills testing – role play

Leadership

� Customer facing

� My personality profile

Leadership

� Customer Facing

� My Myers-Briggs

� ISTJ� Analytical MANAGER OF

FACTS AND DETAILS; dependable, decisive, painstaking and systematic; concerned with systems and organization, stable and conservative.

A B A B A B A B A B A B A B

1 1 2 1 3 1 4 1 5 1 6 1 7 1

8 1 9 1 10 1 11 1 12 1 13 1 14 1

15 1 16 1 17 1 18 1 19 1 20 1 21 1

22 1 23 1 24 1 25 1 26 1 27 1 28 1

29 1 30 1 31 1 32 1 33 1 34 1 35 1

36 1 37 1 38 1 39 1 40 1 41 1 42 1

43 1 44 1 45 1 46 1 47 1 48 1 49 1

50 1 51 1 52 1 53 1 54 1 55 1 56 1

57 1 58 1 59 1 60 1 61 1 62 1 63 1

64 1 65 1 66 1 67 1 68 1 69 1 70 1

2 8 8 2 5 5 6 4 7 3 5 5 8 2

8 2 6 4 5 5

2 8 13 7 13 7 13 7

E I S N T F J P

Orientation of Energy - Direction of focus, source of energy

Perceiving Function - Ways of taking in information

Judging Function - Ways of coming to a conclusion

Orientation to Outer Life - Function used in external world

Introversion (Energized by inner world)

iNtuition (Look for possibilities of relationships)

Feeling (Base decisions on personal values)

Perceiving (Prefer flexible, spontaneous way of life)

Extraversion (energized by outside world)

Sensing (Work with known facts)

Thinking (Decisions on logic and personal analysis)

Judging (Prefer planned, orderly way of life)

INFJ People-oriented

INNOVATOR of ideas; serious, quietly forceful and

preserving; concerned with

the common good, with

helping others develop.

INTJ Logical, critical, decisive INNOVATOR of ideas; serious, intent, highly

independent, concerned with

organization, determined

and often stubborn.

ISFP Observant, loyal HELPER;

reflective, realistic, empathic,

patient with details, gentle

and retiring; shuns

disagreements; enjoys the

moment.

INFP Imaginative, independent

HELPER; reflective, inquisitive, empathic, loyal to

ideas; more interested in

possibilities than practicalities.

INTP Inquisitive ANALYZER; reflective, independent,

curious; more interested in

organizing ideas than

situations or people.

ENFP Warmly enthusiastic

PLANNER OF CHANGE; imaginative, individualistic;

pursues inspiration with

impulsive energy; seeks to

understand and inspire

others.

ENTP Inventive, analytical

PLANNER OF CHANGE; enthusiastic and

independent; pursues

inspiration with impulsive

energy; seeks to understand

and inspire others.

ENFJ Imaginative HARMONIZER and worker-with-people;

sociable, expressive, orderly,

opinioned, conscientious;

curious about new ideas and

possibilities.

ENTF Intuitive, innovative

ORGANIZER; analytical, systematic, confident;

pushes to get action on new

ideas and challenges.

ESFP REALISTIC ADAPTER in

human relationships; friendly and easy with people, highly

observant of their feelings

and needs; oriented to

practical, firsthand

experience.

ESTJ Fact-minded, practical ORGANIZER; assertive, analytical, systematic;

pushes to get things done

and working smoothly and

efficiently.

ESFJ Practical HARMONIZER; and worker-with-people; sociable,

orderly, opinioned;

conscientious, realistic and

well-tuned to the here and

now.

In event of a tie - choose the letter or apply both

ISTP Practical ANALYZER, values exactness; more interested

in organizing data than

situations or people;

reflective, a cool and curious

observer of life.

ESTP REALISTIC ADAPTER in the

world of material things; good-

natured, tolerant, easygoing,

oriented to practical, firsthand

experience; highly observant

of details of things.

ISTJ Analytical MANAGER OF FACTS AND DETAILS; dependable, decisive,

painstaking and systematic;

concerned with systems and

organization, stable and

conservative.

ISFJ Sympathetic MANAGER OF FACTS AND DETAILS; concerned with people's

welfare: dependable,

painstaking and systematic;

stable and conservative.

Your Profile: I S T J

Leadership

� Customer Facing

� My Caliper


� Learning models� I teach my team that it is

an ongoing process to develop skills and become Consciously Competent – I know what I want to say, I know why I want to say it and I know what I want the outcome to be once I’ve delivered my information to the customer

� This ongoing process is part of every field ride, coaching session, formal evaluation and annual review

Leadership

� Customer facing

� One page out of a 106 page training manual covering products, systems and sales processes

Leadership� Back office processes

� My primary responsibility is to be a sales leader; to educate, motivate, develop, focus and support my team to assist them in producing at the highest levels possible. � When I need to develop tools to support my team I have the aptitude to

leverage technology

� I’ve been fortunate to have a great set of professionally developed applications to help my teams over the years, however there are always opportunities to provide additional value

� At times I’ve identified a need for additional support, typically either:� Strategic territory tools

� An Excel workbook to evaluate KPIs and format data for easier review

� An Access database to automate or improve a process

Leadership


� MapPoint territory strategy maps

� One of the main challenges to maximizing selling during golden hours is using time effectively, so using Salesforce.com data I mapped out prospects by Zip


� Excel� Here are just two examples of the process improvements

made using Excel � I consolidated the Salesforce.com data into a graphical

dashboard for management. This provide rep-by-rep KPIson a scorecard that is simple to use.

� I automated the new order process, moving from a hand written form to a spreadsheet� Many of the items either fill in automatically or there is

error checking to reduce costly mistakes

� All forms are now in a single location, reducing the chance for incomplete paperwork

Leadership


� Excel – Salesforce.com KPI reporting

Angela Bottomley

Week Week Week Week Week

Current

Week Week Week Week Week Week

Pipeline 7 8 9 10 11 12 13 14 15 16 17

New Opportunities 400$ 2,250$ 1,695$ 1,200$ -$ -$ -$ -$ -$ -$ -$

Sum 400$ 2,650$ 4,345$ 5,545$ 5,545$ 5,545$

Average 400$ 1,325$ 1,448$ 1,386$ 1,109$ 924$

Created 3 5 5 6 0 0

Avg Opp Value 133$ 450$ 339$ 200$ -$ -$

Projected Closings -$ -$ -$ -$ 1,650$ 3,180$ 400$ 405$ 1,745$ 100$ -$

Sum 3,180$ 3,580$ 3,985$ 5,730$ 5,830$ 5,830$

Average 3,180$ 1,790$ 1,328$ 1,433$ 1,166$ 972$

Created 5 6 4 6 1 0

Avg Opp Value 636$ 67$ 101$ 291$ 100$ -$

Below

Average

Above

Actual Goal

Total Opportunities 35 26

Total Opportunities Last 4 Weeks 16 8

Average Last 4 Weeks 3.2 2

Total Pipeline 9,205$ 7,800$

Average Opportunity 263$ 300$

Average Opportunity Age 58 92

Max Opportunity Age 177 184

Average Opportunity Activity 87 14

Max Opportunity Activity 318 30

Weekly Monthly

Quota 162$ 708$

Pipeline 663$ 2,650$

Pipeline Multiple 4.10 3.74

Goal 4 4

Quantity Revenue

Discovery 20 6,065$

Present 15 3,140$

New Opportunities

$ -

$ 500

$ 1, 000

$ 1, 500

$ 2, 000

$ 2, 500

7 8 9 10 11

Projected Closings

$ -

$ 200

$ 400

$ 600

$ 800

$ 1, 000

$ 1, 200

$ 1, 400

$ 1, 600

$ 1, 800

$ 2, 000

13 14 15 16 17

20

15

Discovery Present

$6,065

$3,140

Discovery Present

Leadership


� Excel – New order process

Order form is color coded and all required fields highlighted. Seller fills in the worksheet which populates remainder of the order form.

Seller enters a data point which is checked against a master product list. This information is then entered on the form for the admin team to place the vendor order.


� Access � I taught myself to program and I’ve developed systems to:

� Automate the fulfillment of 2,000+ customer welcome kits per week

� Track trouble tickets and billing credits

� Report ACD statistics for management and client review

� Quote, order, invoice and track customer merchandise orders

� Each of these systems helped either fix or streamline an internal process

Leadership


� Example of system designed to order, track and bill direct sale garment orders:

Leadership


� Customer invoices

Computer Skills� Proficient in MS Office and general PC knowledge

� Free on-line testing from National Computer Science Academy –www.ncsacademy.com

� Additional software experience with:� Salesforce.com; ACT!; Microsoft MapPoint; Microsoft FrontPage;

Microsoft Project; SPSS; Survey System

References� Professional

� John Logan - manager� President – Optimum Sales Consulting� 678.447.3559

� Harry Schottenfeld - manager� Director of Sales – G&K Services� 925.963.1574

� Jon Wolfe - peer� AGM/Service Manager – G&K Services � 919.656.1177

� Richard Aronson - peer� Manager Technical Services – Hitachi

Business Consulting� 214.683.8938

� Angela Bottomley – team member� Major Account Representative – G&K

Services� 336.327.5659

� Amy Dotson - team member� Account Executive – Sanijet Corporation� 972.533.6120

� Personal� Michael McCoy – 817.896.2669

� Michael Alewine – 336.662.7987

� Contact Information

Sean Gallagher8180 McClanahan DriveBrowns Summit, NC 27214

972.897.6368 cell

[email protected]/in/seantgallagher

sean gallagher leadership capabilities presentation

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