• Rob Malec Gets Results.

    VAR company:
    Revenue increased by $2.5 million (500%).

    See Results
  • Rob Malec Gets Results.

    Packaging company:
    Revenue increased by $1.2 million (250%).

    See Results
  • Rob Malec Gets Results.

    Service company:
    Revenue increased by $3 million (+50%).

    See Results
  • Rob Malec Gets Results.

    Software company:
    Revenue increased by $2.5 million (25%).

    See Results

Your Fractional VP Of Sales

I work with growth-minded business owners and leaders to build a scalable revenue generation engine that achieves reliable and predictable year-over-year revenue growth. Think “Fractional VP of Sales” or “Outsourced Sales Manager”.

I achieve sales growth through a Rapid Install of systems and process that optimize how companies deploy their staff, execute on their sales processes and leverage technology to automate sales tasks.

Solutions for Small Business

Do you struggle to predict where and when your revenue is going to come from month to month?

Without a defined process, many small businesses relying on founder-led sales find themselves prisoner to revenue peaks and valleys– creating undue pressure and stress for owners like you.

The Revenue Generation Blueprint is a simple 1-on-1 guided process with a defined 4-week runway, that’ll have you seeing results immediately.

Interested in a quick chat to learn more about how you can start to take control of your revenue?

YOUR FRACTIONAL VP OF SALES

Case Study – Revenue Maximization, Software Sales

The client is a privately held enterprise with 90 employees. My work with them took place over the course of 2 years. They sell a six-figure software solution to Government and Municipal organizations worldwide. They have sales staff in Canada, Australia, and the United States. Annual revenues are approximately $10 million.

Results

Revenue increased by $2.5 million [25%] over the course of our two-year project.

THE CHALLENGE

Sales were flat to declining for the 2 years previous to our work together. CRM adoption by the sales team was extremely low. No proven sales process or methodology existed, and as such, managing the team was extremely challenging and sales results suffered.

VALUE I PROVIDED

  • Meaningful growth in top-line revenue.
  • Time-to-sales productivity of new sales hires decreased.
  • Managing, leading, and coaching the team is now significantly easier and more intuitive which has allowed greater focus on “working on the business” by ownership.
  • The company is a more robust and marketable asset now than it was 2 years ago.

MY WORK

Working closely with ownership, we:

  • Completed the sales process redesign and optimization.
  • Installed the redesigned sales process.
  • Implemented my Value Based Sales Methodology (as outlined in my book “Sell More by Selling Less – Mastering the Conversational Sales Method”).
  • Refined the process flow of their CRM data entry.
  • Instituted highly effective one-on-one coaching with the sales reps, helping them address the challenges of implementing the
    new approach to selling.
  • Instituted highly effective one-on-one mentoring with ownership to develop their leadership skills and guide them down the management path of behavioural change required to help the team successfully adopt the new approach to sales.

YOUR FRACTIONAL VP OF SALES

Case Study – Revenue Maximization, Service Company

The client is a privately held enterprise with 65 employees. My work with them took place over the course of 2 years. They have sales staff around the world (Russia, China, Taiwan, Spain, Brazil, Mexico, Canada). Annual revenues are approximately $9 million.

Results

Revenue increased by $3 million [+50%] over the course of the project.

THE CHALLENGE

Sales were flat prior to our work together. The sales team were technical industry specialists with little experience selling large, complex deals. No proven sales method, funnel process, or sales strategy methodology existed. The Sales Director was new to sales management.

VALUE I PROVIDED

  • Meaningful growth in top-line revenue over a two-year period.
  • Increased sales funnel flow & accuracy.
  • Managing, leading, and coaching the team is now significantly easier as each member has gained the ability to self assess and course
    correct.
  • The company has shown growth through acquisition.

MY WORK

Working closely with sales leadership, we:

  • Completed the sales process redesign and optimization, and then installed that sales process.
  • Implemented my Value Based Sales Methodology (as outlined in my book “Sell More by Selling Less – Mastering the Conversational Sales Method”).
  • Reengineered the process flow of their CRM data entry.
  • Significantly increased adoption of CRM.
  • Instituted highly effective one-on-one coaching with the sales reps, which helped to address the challenges of creating strategies to increase sales velocity and deal size.
  • Instituted highly effective one-on-one mentoring with sales leadership to develop their leadership skills and guide them down the behavioural change management path required to help the team successfully adopt the new approach to sales.

YOUR FRACTIONAL VP OF SALES

Case Study – Scaling to Attract Investors, Transportation Company

The client is a privately held enterprise with 80 employees and revenues of $12m. My work with them took place over a 14 month period. They provide last mile delivery solutions to a diverse range of B2B & B2C clients across North America.

Results

The company attracted significant investors as the sales function was taken from a state of no process rigour into one with a full-scale Lead Acquisition-Business Development-Sales process infrastructure. This foundation was implemented across the Regional and Key Accounts Sales Teams in both Canada and the United States.

THE CHALLENGE

Virtually all of the company’s revenue growth prior to the project had come from one significant customer.  This created a very unstable business. Further, without a repeatable sales motion that generated revenue reliably and predictably, attracting significant investment capital to take the company to the next level was extremely difficult.  Finally, the Regional Sales Team was underperforming and the Key Account Sales Team had yet to be built.

VALUE I PROVIDED

  • Increasing the average deal size of the Regional Sales Team by 8x.
  • Helping to build a sales funnel of $13 million for the Key Accounts Sales Team within 5 months of launch.
  • Leading a sprint install of all sales and revenue generation processes for both the Canadian and US sales teams.
  • Making the transition to a repeatable sales motion as smooth as possible by guiding the Behavioural Change Management process required to effect that change.
  • Facilitating accurate revenue forecasting by senior leadership for potential investors.
  • Allowing senior leadership to focus on running the business and procure funding.

MY WORK

Working closely with senior leadership and multiple departmental internal stakeholders we:

  • Configured the CRM to reflect the newly installed end to end revenue generation and sales process foundation.
  • Increased the efficiency and effectiveness with which the sales team collaborated with internal stakeholders toward streamlining onboarding of new key account customers.
  • Conducted talent searches and hired new sellers toward scaling the Regional Sales and Key Account sales functions in both Canada and the United States.
  • Designed and implemented a comprehensive large scale Product Knowledge and Sales Process Mastery training program.
  • Integrated and coordinated the go-to-market efforts of the Sales department with those of the Marketing department towards creating synergies and maximizing the ROI on marketing dollars.
  • Launched a KPI driven initiative across the sales function aimed at guiding behaviours to fill the sales funnel & increase sales velocity and deal size.

YOUR FRACTIONAL VP OF SALES

Case Study – Revenue Maximization, Packaging Company

The client is a privately held enterprise with 18 employees. My work with them took place over a 12 month period. They sell packaging solutions to consumer package goods customers.

Results

Topline sales increased 250% [$1.2 million] after 12 months of working together.

THE CHALLENGE

The sales team were all new and had no prior sales experience. Revenue in the 12 months before our project was flat, with no salesperson reaching their sales target. No business development or sales process infrastructure existed prior to our work together.

VALUE I PROVIDED

  • More than doubling the annual revenue over a 12 month period.
  • Creating a positive ROI on the spend associated with running a sales team.
  • Facilitating accurate forward looking revenue projections by ownership through CRM data integrity.
  • Allowing ownership to focus on running the business versus trying to build out the sales function on their own.

MY WORK

Working closely with ownership and the sales team, we:

  • Selected and implemented CRM.
  • Configured the CRM to reflect the newly installed sales process foundation.
  • Held weekly sales meetings, the purpose of which was to remove roadblocks to revenue generation.
  • Trained all sales staff on how to leverage the new sales process foundation day in and day out.
  • Instituted a system of sales strategy creation towards increasing sales velocity and win rate.
  • Held one-on-one coaching sessions with each salesperson, the purpose of which was to develop their skills and improve their sales results.

YOUR FRACTIONAL VP OF SALES

Case Study – Revenue Maximization, Software & IT Services Company

The client is a privately held enterprise with 130 employees. My work with them took place over a four-year period.  They are a Value-Added Reseller of a six-figure ERP solution with offices across Canada.

Results

Sales team generated revenue increased 500%, from $600,000 per year to $3.1 million per year.

THE CHALLENGE

The principal of this fast-growing enterprise lacked the time required to create-implement-optimize sales process & methodology rigour.  The sales team was underperforming. CRM adoption was low and as such data mining and revenue forecasting was made difficult.

VALUE I PROVIDED

  • Increasing the sales team’s contribution to the top line by 5X over the duration of the project.
  • Shortening the ramp up time to sales productivity of new hires by 66%.
  • Facilitating accurate forward-looking revenue projections by ownership through CRM data integrity.
  • Freeing up the business owner to focus on leading and managing the growth path of the company, facilitating 3X revenue growth, 2X headcount growth and geographic expansion across Canada and into the United States.

MY WORK

Working closely with senior leadership we:

  • Configured the initial CRM to reflect an optimized sales process and methodology.
  • Launched a new CRM within the organization.
  • Held weekly team sales meetings, the purpose of the which was deal review and increasing sales velocity.
  • Held weekly one-on-one sales coaching sessions, the purpose of which was maximizing deal size and funnel flow.
  • Held regular team training sessions, the purpose of which was optimizing the output, high performing team.

SOLUTIONS FOR SMALL BUSINESS

Case Study – SOLUTIONS FOR SMALL BUSINESS, SALES PLATFORM INSTALL

The client is an owner operated small business. My work with them took place over the course of 2 months. They sell marketing and training video production services locally.

Results

With a deeper understanding of Value the client has been more effective in their sales efforts. They’ve also established effective and efficient systems for managing the sales process.

THE CHALLENGE

Revenue in the previous 12 months had been disappointingly sporadic and low. As the company was reliant on founder led sales that party felt significant pressure and worry. There was no uniform process to guide their sales efforts and as such no ability to forecast revenue for the upcoming months. Tracking of sales activities, results and deal flow was impossible as no CRM was in place.

VALUE I PROVIDED

  • There is now a clear line of sight into revenue 30-60-90 days out.
  • Leads, prospects and sales opportunities no longer stall unknowingly or fall through the cracks.
  • Sales process methodology install has set the stage for meaningful revenue growth.
  • Sales process systems have made prospect meetings highly efficient and effective.
  • The founder, previously “sales reluctant” now enjoys selling.

MY WORK

Working closely with the founder and another employee with sales responsibilities, we:

  • Customized my Value-Based “sales by helping” sales methodology for use in their market, with their prospects.
  • Analysed their offering and the true Value it brings, resulting in powerful marketing messaging for use in their business development efforts.
  • Instituted custom configured CRM to allow for managing deals, leads, tasks and follow-ups.
  • Instituted a best practice approach to planning and conducting highly effective prospect meetings that move opportunities forward.
  • Implemented best fit business development activities to fill the top of their sales funnel.
  • Laid out sales strategy creation methodology to help prospects deciding to use their services.

30%

Average revenue growth clients realize in the first year of working together.

101

The number of companies who’ve benefited from Rob’s expertise.

22

The number of different industries Rob has driven results in.

E-Book Now Available!

“There MUST be a better way to sell!”
Sell More by Selling Less Book is now available as an e-book so you can purchase today and get instant access!

“There MUST be a better way to sell!”

Sell More by Selling Less

After studying many sales methodologies and being thoroughly bamboozled by most of them Rob thought “there must be a better way to sell. One that is sound, effective and is easy to learn and apply.” That way is The Conversational Sales Method. In Sell More by Selling Less you will learn to master it.

We have worked closely with Rob to build and refine a customized sales process that works for us in our industry. It is simple, easy to follow, and it works. Halo Metrics has enjoyed a solid footing in a competitive and ever-changing market since launching it.

Rob Malec has the uncanny ability to demystify the selling process. In this book he breaks down the complexity of sales into simple, easy to understand approaches. His proven models and techniques will have you working more efficiently, more effectively and producing results like a seasoned sales professional in no time. Rob’s focus on bringing value to clients makes good strategic sense in today’s complex world of business. His practices dovetail seamlessly with contemporary business, marketing and growth strategies.

Rob is a sales expert. His strength is simplifying the sales process into a step by step formula for success. He is also a great sales teacher both as a one-on-one mentor and classroom trainer for an entire team. I highly recommend him to help take your revenues to the next level.

If you want to take your sales process to the next level you need to model the behaviours of top salespeople. Rob has taken these behaviours and written a book which clearly lays out the tangible steps you can take to boost your revenues now.

Rob’s process-driven approach ensures that the gaps in your strategy will be managed, and every decision made in the right order with the best chance for success. What more could you hope for in the real world?

Rob has mastered the Art of Selling. His methods are not only simple to adopt but also generate real revenue.