We are Next Level Sales Performance
We help individuals and companies accelerate sales revenue and earn more money.
Small-to-Mid-sized business owners turn to Next Level Sales Performance to help address the #1 sales performance issue that sales professionals face: not having enough opportunities in the sales pipeline to achieve their sale
We are Next Level Sales Performance
We help individuals and companies accelerate sales revenue and earn more money.
Small-to-Mid-sized business owners turn to Next Level Sales Performance to help address the #1 sales performance issue that sales professionals face: not having enough opportunities in the sales pipeline to achieve their sales targets.
Whether you are seeking to turn around ineffective sales performance or to take your sales organization to the next level of success with a breakaway strategy, you will want to call on Next Level Sales Performance to help you achieve your sales and income goals!
Many companies turn to Next Level Sales Performance to provide a Sales Organization Assessment, which can lead to a customized Strategic Sales Plan with sales coaching and training for their sales and sales management professionals at the individual one-on-one level.
Sales Executives utilize Next Level Sales Performance to coach them on improving their sales organization associated with sales talent, sales performance, sales management, and sales processes.
Next Level Sales Performance, LLC was founded on two basic principles. We wanted to combine our vast experience of building and managing world-class sales teams with our professional passion which is centered on helping companies accelerate their sales revenue and move their businesses to the next level. We accomplish this by providing companies the tools and knowledge required to increase sales and maintain productive sales teams.
Our Mission Statement is “To provide the tools and knowledge so that sales professionals and organizations can increase their performance and earn more money.”
Next Level Sales Performance sets itself apart. We work closely with the customer to develop a Strategic Sales Improvement Plan that addresses the business objectives and we model the Strategic Sales Improvement Plan to facilitate those business outcomes for your organization.
Working with the customer, Next Level Sales Performance consultants implement the Custom Strategic Sales Improvement plan designed for your business while always keeping in mind the goal of moving your company to the next level.
We operate our company by our V.I.P. principles:
We Value our clients
We live with Integrity
We work with Passion
These guiding principles mean that when you partner with Next Level Sales Performance, you know you’re getting a partner who treats your business as their own.
We make complex sales issues and requirements work. Our A.D.I.M. methodology allows us to Assess, Design, Implement and Manage a customized Strategic Sales Improvement Plan that your business needs to be more productive, effective, and profitable.
Assessment: Next Level Sales Performance will deliver to the customer a detailed sales assessment report based on the sales assessment interview process with recommended action items.
Design: Next Level Sales Performance will design a customized Strategic Sales Improvement Plan which will include recommendations for sales process development, training, and, coaching based on the results and needs determined from the sales assessment data. This program will be designed to address the current and ongoing needs of each sale/sales management individual.
Implement: Next Level Sales Performance will implement the custom Strategic Sales Improvement Plan based upon the client-approved scope of work.
Manage: Next Level Sales Performance will provide sales management and coaching services based on the agreed work scope.
Our Sales Consulting Services include:
Sales Organization Assessment
Fractional Sales Management
Sales Process Assessment
Sales Recruiting
Sales Process Development
Customized Sales Training
Customized Sales Coaching
Next Level Sales Performance recognizes three primary reasons why a sales professional or sales manager would struggle to achieve their goals:
1. They are not prepared (and therefore miss, or mismanage key management and sales opportunities).
2. They are not organized (and therefore drop the ball often and delay the decision and sales cycle
Next Level Sales Performance recognizes three primary reasons why a sales professional or sales manager would struggle to achieve their goals:
1. They are not prepared (and therefore miss, or mismanage key management and sales opportunities).
2. They are not organized (and therefore drop the ball often and delay the decision and sales cycles).
3. They are not productive (and therefore they are overwhelmed with fear, frustration, and inactivity).
In 2017, Next Level Sales Performance conducted a nationwide survey of over 500 sales organizations to determine the answer to two strategic questions:
1. What holds the “common” sales professional back from consistently achieving their sales and income goals?
2. What makes the “best of the best” sales professionals consistently outperform their peers by such a large margin?
What was found was astoundingly simple for why common sales professionals struggle yet more complex for what makes the best sales professionals outperform their peers.
There are core competencies the best sales professionals (Sales Achievers) learn, develop and apply consistently to successfully create and execute their Strategic Sales Plan:
1. Preparation – They are supremely confident through careful planning to ensure they will achieve their sales and income goals.
2. Organization – Because they are prepared, they are more organized in the way they manage time and operate daily.
3. Productivity – They consistently apply the 6 “T’s” of Sales Achievement to productively refine and improve their Strategic Sales plan.
There are 6 core competencies the best sales professionals (Sales Achievers) learn, develop and apply consistently to successfully create and execute their Strategic Sales Plan:
The 6 T's of the Sales Achievers Framework:
1. Target Audience
2. Tangible Value
3. Talk Tracks
4. Tactical Plan
5. Tempo Control
6. Touch Points
Next Level Sales Performance can conduct a detailed Sales Organization Assessment of the existing sales organization. Utilizing our sales assessment tools which include interviews of individual salespeople and sales managers, analysis of current Sales Processes, review of current Key Performance Indicators, Sales Pipeline Reviews, and evaluation of all technology that automates processes and/or supports the sales organization.
Next Level Sales Performance will then provide a detailed written Sales Organization Assessment report making recommendations for initiatives to improve the sales performance of the organization’s people, processes, and technology.
The result of this engagement is a Strategic Sales Improvement Plan with a Customized Sales Training and Coaching Plan to implement all recommended initiatives contained within the Strategic Sales Improvement Plan.
Next Level Sales Performance provides sales training and coaching solutions that emphasizes behavior modification, personal development, sales skills improvement, and goals achievement for sales professionals, ranging from inside sales to account managers to outside sales reps, and sales management professionals, ranging from business owners to sales executives to sales managers.
A Next Level Sales Performance's custom-developed Strategic Sales Plan is comprised of the six core competencies that top sales professionals learn, develop and apply consistently to successfully create and execute their Strategic Sales Plan to achieve their sales and income goals.
Next Level Sales Performance recognizes that Sales Coaching is a more effective way to help sales professionals produce real results compared to traditional sales management practices or sales training alone. Companies that invest in professional sales coaching generate 16.7% greater annual sales revenue. That is a huge difference between job security and employment risk, high sales employee turnover and high sales employee retention, sales management effectiveness and sales management ineffectiveness, and a huge sum of money both for the salesperson and company in terms of income.
Next Level Sales Performance provides custom-designed sales training programs, performance improvement, and learning services for people who work in sales and sales management. This customized sales training contributes to the growth and development of sales professionals and the companies they represent.
Our custom sales training is not just for rookies. Companies can obtain a substantial return on investment by training their veteran salespeople. Our training methodology allows us to customize our training based on the needs of the individual. We improve performance regardless of experience levels.
Our approach to sales training means that our programs are customized for each individual, not just the industry or company.
Our customized sales training programs make each program unique. People that we train feel our programs are created just for them. These customized programs lead to measurably improved sales performance. “Sales Training + Sales Coaching led to an increase of 88% in sales productivity, vs. 23% from sales training alone.”
Our customized program means we provide a Next Level Sales Performance consultant that has years of experience building and managing successful world-class sales teams. Each person trained receives hands-on attention. The atmosphere created encourages hard work and measurable sales success.
Outsourced Fractional Sales Management
For those companies that need sales management help, Next Level Sales Performance offers Fractional Sales Management. As your outsourced Fractional Sales Manager, Next Level Sales Performance creates a high-impact sales culture for start-ups and established companies to maximize sales revenue and keep C-level executives focused on higher-priority tasks and core competencies.
We take on all of the work involved with managing your sales team week-to-week, including hiring, training, managing weekly sales meetings, creating compensation plans, and sales processes, setting sales metrics, developing Minimum Performance Standards, sales and reports for management, and holding team members accountable.
You need to manage your business; let us manage your sales team. We put a structure and sales process system in place until you are ready to hire a full-time Sales Manager. The amount of involvement and cost varies based on the needs of the client.
Jimmy K. Curtin, our founder, and CEO has more than 40 years of hands-on C-Level experience building "World Class" sales teams in the technology and services business. This successful B2B industry experience includes complex technology such as telecommunications, computer software/hardware, IT networks, VAR channels, digital advertising,
Jimmy K. Curtin, our founder, and CEO has more than 40 years of hands-on C-Level experience building "World Class" sales teams in the technology and services business. This successful B2B industry experience includes complex technology such as telecommunications, computer software/hardware, IT networks, VAR channels, digital advertising, and service companies.
Jimmy is the author of "The Proven Sales Guide", published in 2017 as a sales tool to help salespeople and companies sell more and earn more money.
The most unique benefit that Next Level Sales Performance offers to clients is our ability to provide customized professional Sales Organization Assessments resulting in a customized Strategic Sales Plan.
The result of the Sales Organization Assessment is that Next Level Sales Performance can then provide the client with a Strategic Sales Plan that may include any required Sales Process Development, Sales Training, Sales Coaching, and Fractional Sales Management based on Sales Organization Assessment.
By using our Sales Organization Assessment process, each salesperson and a sales manager will be immediately assessed and qualified for our customized sales training and one-on-one sales coaching. We will manage and monitor the specific progress of each individual to ensure the appropriate sales development.
Whether you’re seeking a strategic alliance with the right partner or a special skill set or tool, call us today at 214-564-0410. Together we will create and refine your plan for success. We didn’t get here alone and neither will you.
Key Industry Survey Statistics
“Sales Training + Sales Coaching led to an increase of 88% in sales productivity, vs. 23% from sales training alone.”
Companies that invest in professional sales coaching generate 16.7% greater annual sales revenue.
“ROI in sales training quadruples from 22% to 88% when reinforced by in-field professional sales coaching and reinforcement.”
“55% of respondents listed “lack of post-sales post-sales coaching” as one of the top weaknesses of sales training.”
“Participants in sales training forget 78% of what is taught within 8 weeks when not reinforced utilizing sales coaching.”
Statistics provided by Ventana Research, Sales Performance International, Centre for Management and Organizational Effectiveness, and DetaPoint Inc.
Recently, Hubspot researched sales prospecting and discovered these two shocking facts.
44% of salespeople give up after one touch point.
80% of sales require eight touchpoints.
Yes – that’s right! That means 44% of salespeople have an 80% probability they won't close the sale.
Too often we give up after one email or phone call, despite data proving that multiple touch points are required. Yet persistence is only ONE lesson that can be learned. Let Next Level Sales Performance shed some light on what really goes on in a “sales cycle”.
Owners, Founders, CEOs & Presidents
For Owners, Founders, Presidents, and CEOs of companies that are looking to accelerate their sales revenue, we provide Strategic Sales Management consulting to create a customized sales strategy and model for the sales operation. We then leverage our Sales Achievement Framework blueprint and associated t
Owners, Founders, CEOs & Presidents
For Owners, Founders, Presidents, and CEOs of companies that are looking to accelerate their sales revenue, we provide Strategic Sales Management consulting to create a customized sales strategy and model for the sales operation. We then leverage our Sales Achievement Framework blueprint and associated tools and resources for implementing a Strategic Sales Plan to accelerate company growth.
Vice Presidents of Sales and Sales Managers
For Vice Presidents of Sales and Sales Managers seeking to shorten the ramp-up time associated with new sales hires, improve the performance of ineffective sales professionals, and/or increase organizational sales growth at a faster rate we provide sales management coaching services leveraging our Sales Management Framework leadership operating model.
Sales Professionals and Sales Teams
For technology companies seeking to train their sales team and/or coach their sales professionals we offer sales training workshops and webinars, group coaching programs, virtual sales coaching programs, and personalized coaching at the 1:1 level in a private setting through our Sales Achievement Framework selling system and associated sales coaching program.
Sales coaching programs delivered by Next Level Sales Performance Certified Sales Coaches with real-world industry sales and sales management experience.
We track progress and results throughout our coaching programs, producing between 10-25% sales growth annually, on average, for our customers.
Training is conceptual. Coaching is personal. We coach each individual to personally connect the dots between ideas to habit-forming execution.
Companies that invest in professional sales coaching generate 16.7% greater annual sales revenue.
Eduardo Almeida
Founder & CEO, Wise Option
I hope that you are doing well. I am writing to talk about the great experience that I have had working with Jimmy K Curtin – Next Level Performance Sales. During his time consulting at Wise Option, we collaborated on countless projects that have all ended successfully. Since I engaged him in May 2022, he has consistently produced amazing results while maintaining a positive attitude.
Jimmy has always been an extremely focused and innovative consultant, approaching projects with great enthusiasm and determination. I truly believe that Jimmy would be an asset to your company, as he brings drive and diverse skills. He has always been reliable, dedicated, and diligent, going above and beyond on tasks and handling difficult situations and heavy workloads with efficiency and grace. He has a great mind and is a joy to work with.
He was able to quickly learn our needs, work under minimal supervision, and was always eager to ask questions to provide the best solution to our challenges. His dedication did not go unnoticed, as many of our members also have amazing things to say.
Upon bringing Jimmy onto your team, be prepared to have an excellent experience. I have always been impressed by his ability to communicate effectively with others. He has been nothing but professional, organized, and an amazing asset to Wise Option. He has my full recommendation for any challenge your business might be facing in sales.
Gerald Parsons
CEO, Life Languages International
“We couldn’t be happier with our alliance between Next Level Sales Performance and Life Languages! Whether it's a wanna-be start-up helping seasoned salespeople move their close rate up substantially or taking a wanna be and turning them into a sales killer bee, it’s worth way more than you pay for. If you put Jimmy Curtin and Next Level Sales Performance on your team….get your popcorn, it’s going to be fun watching your numbers go up!" Gerald Parsons, CEO-Life Languages.
Susan Cadieux
Owner, World-Class Communication
I recently had the privilege of participating in Jimmy Curtin’s Next Level Sales Performance sales training. I can honestly say that it was the best sales training I have experienced in my 35-year career. Jimmy not only provides excellent tools but also does a great job of explaining how, why, and when to use each one to accelerate sales. Jimmy’s knowledge of effective selling techniques will give anyone, even someone who has never sold before, the confidence and practical application to be successful in sales. I highly recommend the Next Level Sales Performance sales training with Jimmy Curtin – if you are a sales professional or company that wants to get organized and have a proven, repeatable solution that increases your sales, then Next Level Sales Performance sales training is for you!
Paul Bilberry
President, Carrier Management Systems, Inc.
As a start up software company in 1995, my partners and I knew that we needed to find a world-class sales and marketing leader to build a competitive company. Our choice to add Jimmy Curtin as a partner and Senior Vice President of Sales and Marketing was the most impactful decision that we made in the early days of the company.
As a new company, we had no sales processes, marketing materials, product presentations, or sales pipeline. The future of Carrier Management Systems was in the hands of our new partner. Jimmy quickly developed the sales tools, sales processes, presentations, and presentations, and most importantly he developed a strong qualified sales pipeline.
Our sales revenue began to grow in month one and doubled month over month for the next several years. Jimmy wrote and implemented our strategic sales plans, which included hiring both inside and direct outside salespeople. His developing strategic channel partnerships with key partners such as Nortel, Lucent, Seimens, Acer, and AT&T were the most impactful.
Under Jimmy’s leadership, our company continued to grow both our sales revenue and channel partnerships over the next several years.
Jimmy was a leading member of the management team, served on the board, and helped develop our plan for selling and exiting the company in 2001.
I strongly recommend Jimmy Curtin to any organization looking to build and grow its company. He is a great leader with a strong desire to help others.
John Ragsdale
CEO, TAP Innovations
TAP Innovations, a start-up in 2019, worked closely with Jimmy Curtin in mid-2019 to build it’s sales processes. Jimmy was instrumental in helping form, train, and scale TAP’s sales program. Jimmy’s hands-on approach and consistent referrals to his vast network were perfect for TAP during that time and I sincerely appreciate everything Jimmy did for us. Jimmy remains a great friend and TAP proponent today.
Rich Russo
CEO, BuildConnect, LLC
Jimmy is a great sales coach and sales leader. I love his techniques and methodology for getting appointments and helping salespeople be more systematic in their approach to developing leads and building their sales pipelines. Jimmy is a great teacher!
Alan Cooper
President, Eisenberg and Associates
Jimmy has provided sales consulting for our advertising agency. He's guided us in best sales practices, and sales process development and continue to help us to fine-tune our general business development skills. His understanding of how best to connect with prospects through the sales process is impressive and very helpful. Plus, he is just an all-around great guy. I strongly recommend Jimmy and Next Level Sales Performance to any and all seeking to bolster their sales efforts, develop their sales process, and accelerate their sales revenues.
Dave Casey
Principal/CEO, Calvus Cloud
Without reservation, I can recommend Jimmy Curtin, a sales professional, sales coach, sales trainer, and sales manager. I had the opportunity to hire Jimmy on the strong recommendation of a mutual friend. It immediately became apparent that Jimmy was not only a great salesman but a gifted sales leader. He took on a tough sales situation, built rapport with the client, and won a key contract at the end of our fiscal year. The following year, he advanced our engagement with the client to include over 65 remote office locations, resulting in one of our largest client contracts. At the same time, Jimmy was helping and coaching the other members of our sales team and strategizing with our management and vendor partners to advance our sales organization.
We immediately promoted Jimmy to ad an executive sales management role; the best decision ever. With his incredible help, we not only increased sales, built an award-winning team, but increased gross profit and client satisfaction. This rapid scaling of our organization ultimately allowed us to successfully execute an acquisition by a large regional organization, resulting in a successful exit.
Jimmy is energized by the sales process. He is constantly seeking to place the right people in the right seats, as well as refining and improving the sales process. His attention to detail and use of both predictive and trailing indicators ensure that fantastic results and steady, profitable growth follow his engagement. He is also a great judge of character and has an innovative approach to team development. Jimmy’s work ethic and positive attitude shine through in the way he conducts business. I can be contacted at any time to share more about Jimmy Curtin.
Emily Ackerman
Business Development Executive at Carr, Riggs, and Ingram
Jimmy is a man of integrity and very knowledgeable about his business. I would not hesitate to introduce or recommend him to anyone in my circle of influence. He is genuine, truly cares, and has been nothing but helpful to me in my Business Development career!
Jeffery Robinson
Human Resources Executive & CHRO
Hey Jimmy! I hope this message finds you well. Just a note of thanks for your efforts behind the Sales Achievers Framework™ sales training. I recently completed the full course and wanted to recognize your contribution. Terrific course with the great application as I move forward with my sales career. Like the sales plan format you shared with me, the materials provided in the course are a recipe for success. My only job now is to make them work. I know for sure that you are my "Trusted Advisor!"
Mark McIntosh
Founder/CEO, RevGrow
Jimmy has done great work for RevGrow, helping us land some really nice clients and enhance our sales processes. He is a man of integrity, produces outstanding results, and has a wealth of experience to help companies rapidly increase sales. I highly recommend Jimmy to any company looking to grow their company!!
Andy Munro
Senior Vice President of Sales, Tacito Direct
I wanted to take a moment to thank you for your assistance and your guidance in assisting me with our sales process over the past few months. Utilizing your sales assessments for our team, it was easy for us to identify our sales training and sales coaching needs.
Having worked in sales and sales management for the same company for over 30 years, it was refreshing to have your help to develop some new approaches to our sales process that we had not thought of previously.
It is very clear that the methods and tactics for selling have changed since I started and I appreciate you taking the time to work with our team to improve both our sales processes and our sales results.
Without question, I highly recommend Next Level Sales Performance to any company that needs to increase sales and improve its sales processes.
Joe Barnes
Senior Account Manager, Kudelski Security
I have worked on and off with Jimmy Curtin for over 30 years. He is the quintessential sales professional and a timeless sales leader of innovation and adaption to the changing customer marketplace. Jimmy has an innate ability to adopt his sales and sales management style to match the way customers want to be treated. He is a superb sales leader and always helps sales professionals to “…stick with the basics, but adapt to the times…” A rare quality in the world of sales. I highly recommend Jimmy Curtin to help any business improve its sales process, and accelerate this world-classier sales revenue for a world-class sales team.
Jason Lowrey
Business Development Manager, TAMCO
Working with Jimmy as a business partner the past few years has been a pleasure. Jimmy works extremely hard to always put his clients first and demonstrates a knowledge and expertise of the sales coaching industry second to none. There is no better choice to solve your business growth needs. Jimmy's "People, Process, and Planning" strategy is the foundation for building a successful business.
Kip Heuertz
Senior Vice President Eicon Networks, Senior Consultant, IBM
“I was one of the people responsible for hiring Jimmy as Vice President of Sales at Eicon Networks/Dialogic in 2005. I can say he was a great hire! Why? Revenue production - 12 of 13 quarters exceeding quota. Effective with both direct customers and channel partners. Jimmy always delivered actions and results for our customers. He quickly learns and understands the product/product line and the value it provides for customers.
He is a "been there, done that" professional sales manager. He rolls with the punches and is an outstanding sales leader, mentor, sales trainer, and highly effective sales coach.
Trevor Renquist
Vice President, Sales & Marketing, Gold Systems, Inc
“Jimmy Curtin is a supportive business partner, understands the market and the client and partner requirements, and stays current on the latest in sales technology, sales methods, coaching, and training.
Jimmy has been a go-to partner in helping build our sales team and market share. He has always been available to assist with building our sales processes and strategic sales plans. He always came through when I needed him, and he was a true partner with a keen understanding of what was required to get the job done. I know Jimmy will be a key asset for any company looking to grow their revenues through sales coaching, training, and management.
Kent Warny
Business Development Manager, Lucas Group
“I have had the pleasure of working under Jimmy for several years. Jimmy's dedication to his employees and their success was inspiring. Not only was he my boss, but he was also a mentor to me. His commitment to his team, to the company, and me personally are all reasons why I would certainly work under him for any company, and why I can certainly say that he's the best sales manager, sales coach, mentor, and trainer I've ever had.”
Larry Mercer
Business Development Manager, Inventive Labs
I have known and worked side by side with Jimmy Curtin for years and have come to appreciate his depth of knowledge and his even temperament and decision-making philosophies. Jimmy has a great sense of value and work ethic in his professional and personal dealings and will inspire those around him. Jimmy is an absolute expert at developing sales processes. sales coaching, and sales management.
Juliana Bailey
Account Manager, Lantana Communications
“Few people have the opportunity to report to a manager who is also a highly successful sales coach and mentor—but I did when I worked for Jimmy. His professional guidance and support while at Westron Communications were, invaluable and contributed a great deal to my overall success. Jimmy was dedicated to helping the sales team as a whole achieve their goals and he molded a work atmosphere that was professional, fun, energetic and supportive of one another. I have grown personally and professionally and consider the time I worked for Jimmy a blessing. As a sales management professional, Jimmy earns my highest recommendation.”
Rob Martinez
Technology Sales, Business Development & Management Professional
There are four words or phrases that immediately come to mind when I think of Jimmy Curtin: Integrity, Relationships, Team Player and Goal-Oriented. Reflecting on the time when Jimmy reported to me, and elaborating on each word/phrase, respectively: I could trust Jimmy implicitly, knowing that he says what he means & means what he says; Jimmy knows what it takes to build a strong channel, and puts lasting partner & customer relationships at the top of that list; I could consistently count on Jimmy to put the good of the team ahead of any personal or individual goals; and - speaking of goals - while certainly not least, Jimmy was always focused on achieving his targets, often starting a conversation by stating where he & his team stood against the plan. As Jimmy's manager, I appreciated all of these elements, and more, particularly his good sense of humor, his willingness to adapt (essential in a good leader), and his uncanny ability to keep things in balance.
Tony Everson
Strategic Alliance Director at Jabra, for Microsoft
“As a Dialogic Regional Manager, I was a peer of Jimmy’s at Dialogic after the Eicon and Cantata acquisition. I found Jimmy to be extremely knowledgeable about our industry and trends. Jimmy also had a superior grasp of the business dynamics related to his Southwest Region. Jimmy’s sales team was always well-prepared and demonstrated the ability to execute complex sales plans and strategies. On numerous occasions I observed Jimmy’s leadership and management style successfully leading his team through challenging times related to the economic recession. Jimmy always demonstrated a positive attitude and was a team player across the board. Any company looking to utilize Jimmy to enhance its Sales and Management team will be enriched by doing so.”
Scott Lingren
Global Technology Transformation Executive
“I have known Jimmy for many years and have found him to be one of the most focused, professional, tenacious, positive, achievement-oriented people I have ever known. If you could patent "can do", "will do," and "it's done" then Jimmy would be named as one of the patent owners. His customers love him, his teams respect him, and he consistently helps companies build world-clas sales teams. Plus, he is great to work with. Jimmy Curtin is the total package.”
Larry Deering
Senior Vice President of Sales at Working Solutions
“The bad news is that Jimmy Curtin is a mature, opinionated individual and suffers from many addictions. The good news is that his addictions include way over quota sales performance, very strong customer relationships, the need to get the most out of his employees, a constant thirst for relevant industry and product knowledge, the need to persuade executives to use technology to improve their business results, fashionable clothing to look his best, extreme devotion to his wife and family and a passion to be the best among his peers and the best within himself.
Jimmy consistently gets extraordinary results and he does it in ways that improve the reputation and the brand of the companies, products, and solutions he represents. I've known Jimmy and his family for more than 25 years and managed Jimmy directly in a sales management capacity. He overproduced for me and for every other company that he's worked for. I recommend him highly without hesitation and I'm proud to call him a friend.
Chris Hodde
Account Manager, Dialogic Inc.
“Jimmy was an absolute pleasure to work for. He is a very experienced professional sales manager built on a deep background as a line salesperson. He has a certain utility quality about him in that he can play any position with the first string quality that you ask of him. He is adept in the full range of sales skills from sales management to hunting to gaining the most from current accounts.
Jimmy is always upbeat, on task, well organized, and even keel which are all qualities that make him easy to work with and for. As a direct report, he was always very clear about his expectations, gave plenty of notice for deliverables, and was able to effectively manage corporate initiatives whether they were sales goals or administratively oriented. I highly recommend Jimmy and Next Level Sales Performance for sales consulting, sales training, sales coaching, and sales management”.
Steve Beatty
Senior Director, GHS Interactive Solutions
It has been my privilege to work with Jimmy over the last 5 years; a true professional in every sense of the word. Jimmy's strengths are his ability to effectively work with people at all levels. Jimmy is goal-driven for the company's success; organized, caring & diligent. He is a strong leader in the sales consulting, sales training, and sales coaching business. His biggest strength is providing fractional sales management for SMB companies. Jimmy is someone you want on your team!
Bud Corley
Vice President of U.S. Sales, Dialogic Inc.
Jimmy Curtin and I have worked in sales together since 2006. I have known Jimmy as his manager when he managed the Western U.S. for Dialogic and also as his peer when he was Vice President of Sales for Eicon Networks. I can attest that he is one of the best sales professionals that I have had the privilege of working with. Jimmy's solid work ethic and his high level of energy and integrity, lead him naturally to the role of “trusted adviser” to his customers. As a manager and leader, Jimmy was appropriately involved in the activities of his direct reports without "micro-managing". His success in terms of revenue production speaks directly to his effectiveness. I highly recommend Jimmy Curtin as a valuable, seasoned, and knowledgeable sales asset for any company looking to improve and grow their company.
Greg Peoples
Regional Sales and Marketing Manager, FaxCore
I had the pleasure of working for Jimmy Curtin for 5 years at at Eicon Networks and then Dialogic Corporation. Jimmy's sales management experience as the Vice President of Sales and his vast contacts within the industry added to his success. Jimmy's sales management skills are excellent. He was able to develop our team into a world-class sales organization and grow our sales revenue quarter over quarter. One of Jimmy's many talents is the ability to establish strong relationships with clients. I feel Jimmy is an asset to any company that needs help building and growing their company.
Kurt Brumleve
Regional Account Manager, Globaltranz, Inc.
“I have known Jimmy Curtin since 2001 when he was hired to be the Vice President of Sales for Conexio, a large VAR (Value Added Reseller) for FrontRange Solutions, which is the manufacturer of HEAT helpdesk software and Goldmine CRM software.
As Vice President of Sales, Jimmy hired, trained, coached, and managed our sales personnel and all of their activities in the US. Because of his management style; he and his sales teams consistently exceeded sales revenue goals each quarter. Jimmy was instrumental in the success of our company. Jimmy has an excellent work ethic, elite sales training, and coaching skills, proven leadership, and strategic organizational skills. He has tremendous marketing experience and the ability to motivate people in a very positive way. I would highly recommend Jimmy and Next Level Sales Performance to help any sales organization.”
Practical Sales Training
At Next Level Sales Performance, we understand the value of practical training programs that focus on real-world sales techniques. We won’t bog you down with excessive theory – our courses are engaging and designed to help you sell more and shorten your sales cycle. Whether you’re experienced in sales or new to the game, our approach is tailored to suit your needs.
Flexible Solutions for Every Sales Team
We believe every sales team is unique, which is why we offer flexible solutions to cater to all levels of experience and sales competence. Whether your team has had no formal sales training or are seasoned professional, we can provide a solution that is right for them. From sales prospecting and negotiation to complex sales training, we have it all, and we’ll deliver it in a way that’s ideal for you.
Full-Service Approach
We provide a broad range of sales solutions, from strategic selling to sales management, tele sales, and sales training for beginners. We have a range of diagnostics that can help your sales teamwork out with their training needs, and we’ll recommend suitable development solutions. We aim to create a successful personal learning journey for all sales teams.
Proven Track Record
We’ve won awards and improved sales performance for countless clients. The proof of the pudding is in the eating, and our clients can attest to the impact we’ve made on their salespeople.
Sales Trainers with Real-World Experience
We hand-pick sales trainers who are the right fit for your culture and the sales skills you want to improve. All our facilitators have had successful sales careers in the past and can command “street cred” with your teams. Your salespeople will be trained by seasoned sales professionals who understand what it takes to succeed in the industry.
Ongoing Support and Resources
Our commitment to your success doesn’t end after the training is complete. We provide your sales reps and teams with tools, resources, and ongoing support to embed their learning into their everyday sales activity. Unlike other sales training companies that take your money and run, we’ll be on hand to help you every step of the way.
Prepared for: Business Owners, Sales Managers, CEOs, and Sales Executives
Written by: Jimmy K. Curtin, Founder/CEO
Introduction:
When building and developing any successful sales team, a leader must focus on the three primary components that provide a model for sales success:
1) people; 2) process; and 3) planning.
It is also necessary, whether building a team from scratch or improving the current team, to address the three components in the order in which they are presented.
Component #1: People
As it relates to salespeople, there are very few eagles – the absolute superstars. These eagles are self-sufficient individuals who will succeed and be the best despite any structured guidance, management, or leadership provided by the organization in which they are employed.
Most salespeople fall into the “A” player or “B” player categories, or below. The key to building and leading a successful sales team is to hire and retain one or two eagles (if you are lucky – there is no science unfortunately to finding and hiring these individuals), then employ a strategy to attract, select, and hire “A” players and “B” players. Then you must provide a systematic approach to cultivating, training, coaching, and motivating the “A” players to continue performing at a high level while enabling the “B” players to ultimately perform like “A” players. Easier said than done! This “systematic approach” is known as a “Prescriptive Framework for Sales Success”.
Let us look at how to implement such a process:
Prescriptive Framework for Sales Success
1. Hiring Salespeople
a. Identify what past experiences tend to predict future success, and consequently, determine a more effective and efficient sourcing strategy based on your findings (i.e., where are these “A” players right now?).
b. Determine the hard skills that are most important and develop a screening process with the appropriate benchmarks for these hard skills.
c. Determine what soft skills/core skills/core competencies are most important and build a behavioral interview to consistently identify them in potential candidates.
d. Develop a customized assessment test for benchmarking the sales position, which will be used in the sales recruiting and hiring process. This assessment should be automated as an online assessment test if possible.
e. An ongoing sales recruiting strategy should be employed by all key leaders and salespeople within the organization. This strategy should be supported by a formal sales recruiting process workflow, an opinion in which every member of the sales leadership team is involved in at least one step in the process.
2. Preparing Salespeople for Success
a. A formal new salesperson orientation program should be developed to indoctrinate all new salespeople into the organization within the first week (Day 1; Week 1). The focus should be on quality as it relates to the information provided and the fastest rate in terms of the time it takes to get all new sales reps to a proficient level of selling.
b. Following the orientation program, a new sales rep should then shift into a formal 90-day onboarding KPIs program. This program is supported by a sales success reference guide, measurement of a new salesperson’s progress against Sales Performance Indicators (SPI’s) and Key Performance Benchmarks (KPMs), and a formal process involving 30-60-90-day reviews with formal coaching sessions provided by your organization’s sales leadership team.
3. Cultivating & Supporting Salespeople
a. Most companies refer to this process as “managing salespeople” or “sales management”. However, if you hire the right salespeople and provide a Prescriptive Framework for Sales Success as the sales management structure, then you will be cultivating, supporting, and motivating these high performers versus managing them.
b. The cultivation process is an extension of hiring and preparing salespeople for success. It is important that once guidelines and a structured indoctrination process are incorporated, the sales leadership team hold both the sales team and themselves accountable for what has been mutually agreed to upfront in the process in terms of expected results.
c. At least one weekly team meeting should occur, specifically where the emphasis is on learning and improving. The topics should revolve around products/services/solutions in addition to fundamental and advanced selling skills and strategies.
d. At least one weekly one-on-one meeting should occur between the sales manager and each sales rep. During this meeting, such topics as a review of actual performance versus benchmarks should occur, in addition to addressing any challenge areas to be improved. “What’s working well” should also be reviewed during this meeting.
e. At least one weekly coaching session should occur for each individual as a personal sales coaching session that is private and between the coach and coachee. Under no circumstances should management topics (such as reviewing their sales pipeline or where they stand versus quota) should occur during these sales coaching sessions. The sole focus should be on helping the individual address Challenges-Issues-Goals (CIG’sCIGs). If a sales manager does not have it in their DNA to distinguish between managing and coaching then an outside organization that specializes in sales coaching should be brought in to facilitate the coaching sessions, thus freeing the sales managers to focus on what they are good at managing.
f. Finally, goal-setting. The sales rep must be and career-pathing should occur between the salesperson and the sales manager. It is important that the sales rep is always striving to accomplish personal and professional goals – the manager should be tied to these goals and hold the sales rep accountable for achieving such goals. These topics can be addressed during Quarterly and Annual Reviews.
Component #2: Process
To get the most out of a successful sales team, it is necessary to have sound processes supporting the sales team’s efforts. This is where a lot of organizations make a mistake – they assume salespeople know what to do and how to do it. They leave their ability to succeed to chance or luck. The reality is that processes are different in every organization. Although a salesperson knows inherently how to “sell”, including basic processes to follow in general, they need to be trained on your organization’s specific processes to be most effective.
Without the initial overview of clearly documented processes and expectations, sales cycles will be lengthened (and even lost) as a result of mismanagement of the process. Documented processes that are easy to follow and understand should be implemented and adhered to by all members of the sales team intoshorteningeran to improve the growth rate of the business. Processes can also be in the form of programs that support the sales team’s efforts.
Processes and programs should be developed for the following key aspects of the business as it relates to the sales team:
1. Lead & Opportunity Generation (all facets including Networking, Social Media, etc.)
2. Buyer-Seller Dialogues (all critical messaging involved in all possible selling scenarios)
3. Client Meeting Management (who plays what role in such meetings?)
4. Ongoing Prospect and Customer Message Management (including tools to enable this)
5. Sales Opportunities – Assessment, Qualification & Management
6. Proposals – Development, Management & Presentation
7. Negotiation & Contractual Paperwork (including how to “close”)
8. New Customer Initiation (on-boarding and launching new customers)
9. Customer Service and Support (i.e., revenue protection)
10. Cross-selling and Up-selling (i.e., profitable revenue growth)
Component #3: Planning
What is a Strategic Sales Plan?
A strategic sales plan should include capacity planning, quota allocation, and territory design with strong data to back it all up.
A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. It defines your company’s go-to-market strategy and expected costs and returns.
Sales strategy planning starts with executive and senior leadership working with sales to set goals and define where your organization wants to end up in the next year. With goals in hand, sales leadership must then assess and determine the needs and means to achieve those goals.
Understand Your Team’s Needs
To put it simply: to reach your sales goals, you need the right number of resources. A successful sales organization needs productivity gains to achieve goals. As part of their strategic sales plan, companies usually invest in the following areas to aid productivity gains—people, processes, and technology.
People: Do you have enough headcount? Can your sales force effectively reach goals at its current size? Do you need to hire now to account for ramp time and potential attrition?
Processes: Are your sales territories balanced? What incentives and sales commission structures will you use to motivate sales reps?
Technology: What sales performance management tools can you invest in to reduce administrative burdens, increase performance visibility, create stronger reports, and analyze your team performance?
Understanding your sales capacity needs sets the foundation of your strategic sales plan and further identifies the resources they will need to be successful, including:
Sales force sizing
Productivity expectations per rep
Territory design
Coverage model
Compensation plans
Technology investments
The Right Quotas Start with Data
The sales organization as a whole has goals handed down from senior leadership. Quotas are then broken down into expectations for each sales rep who will collectively help the company achieve its goals. It is important to note that sales quota planning should begin and end with the mindset that not every rep will hit their number (aim high, plan realistically).
Your Territory Design Matters
Your sales territories map the playing field for your strategic sales plan. Research has also shown that territory design can have a big impact on sales team morale and performance. In all reality, territories should be balanced so that regardless of the territory assigned, each rep has an equal opportunity to reach and achieve their quota.
Incentives Should Drive the Right Behavior
Plain and simple: money motivates. Sales organizations motivate sales reps with compensation plans. The incentives within the plan should align with company goals, and encourage reps to perform accordingly by emphasizing products, bundles, etc. with different incentives. Ultimately, sales compensation plans must drive the behaviors that will reach organizational goals.
The Importance of Year-Round Strategic Sales Plan Analysis
Sales strategy planning is not a one-and-done deal. To be truly successful, you need to continuously analyze, improve, and repeat. Analysis should be a year-round process occurring on at least a quarterly basis.
Where applicable, companies should evaluate the automation of certain processes and components of the sales organization. Companies should not implement sales-related technology for the sake of technology; rather they should automate processes to drive efficiency into the way they sell to and service customers. The goal is shorteningto shorten cycles, improve the improve improving quality of communication both internally and externally, improve “speed-to-information”, and improve “speed-to-results”.
Examples of specific processes that should be automated include:
1. Lead tracking via marketing campaign management
2. Account & contact management
3. Customer Message Management (CMM)
4. Sales opportunity management
5. Sales forecasting
6. Formal sales methodology adherence (i.e., Solution Selling, Strategic Selling, etc.)
7. Proposal development
8. Sales Knowledge Management (SKM)
9. Formal Sales Coaching
10. Reporting and analytics for all of the above processes
Summary
At the end of the day, all salespeople want to know what is expected of them in terms of what they sell, how they sell, and specific measurable specific results they must deliver. Furthermore, they want to know they have the support of the management team and the necessary tools, knowledge, and information to get the job done right. The more structured the support, guidance, and processes the better. Keep in mind that most salespeople are not eagles, so they require this structured approach. As a result, it is crucial to the sales organization’s success that the leadership team provides a systematic approach with an emphasis on Sales Talent, Sales Performance, and Sales Management.
Sales Talent is addressed within component #1 of the PPP Model – People. Sales Performance is addressed within component #2 of the PPA Model – Process. Keep in mind that component #3, Sales Management, is really, the cultivation, support and motivation of sales talent and the way that sales talent performs. This, of course, is dependent upon whether the Prescriptive Framework for Sales Success (described above and throughout this white paper) is successfully implemented as the system for Sales Management. All of these components make up the complete sales organization. Planning for these three primary components of the sales operation will go a long waytowardway forward, s building and developing a highly productive results-driven sales team!
About Next Level Sales Performance, LLC: After 40 years of C-Level sales leadership for several major technology companies, Jimmy K. Curtin launched Next Level Sales Performance as its Founder and CEO. Next Level Sales Performance helps sales professionals, leaders and organizations increase sales and earn more money. More specifically, Next Level Sales Performance builds and develops sales teams for its customers through the company’s integrated Sales Training and Sales Coaching enablement services and solutions.
Jimmy has 40 years of experience in sales, sales management, entrepreneurship, and business operations primarily at emerging-growth IT services firms ranging from startups to mid-market national companies before launching Next Level Sales Performance. Jimmy authored “The Proven Sales Guide” and has custom-developed several sales-related methodologies.
Company leaders turn to Next Level Sales Performance to help them achieve three goals:
1. Shorten ramp ramp-up time for new sales hires
2. Turn around ineffective sales performance
3. Increase sales at a faster rate
To learn more about us:
Next Level Sales Performance, LLC
214-564-0410
www.nextlevelsalesperformance.com
Jimmy.curtin@nextlevelsalesperformance.com
But first... some common sales and sales leadership-related issues. Many smaller businesses face some or all of these.
The founder does it all syndrome
It is so common to see the founder of a business trying to wear all the hats. Are they a god or even a great salesperson? They are likely the best in the company. Does this mean they have the best-selling skillset? Generally, no! They have the tenacity and a pretty good personality, and they have pushed thru to some degree of success.
Then, they hit a wall. They hire a salesperson or two, or six. They say to these salespeople, go out and do what I did! But that hardly ever works. So, they are all (all of them) frustrated.
Promote the best salesperson syndrome
The previous “syndrome” is typically followed by this one. You know you need some help, so… you do as most do, you promote your best salesperson to sales manager. OUCH! The skills that took them to the top in sales, will rarely totally translate into sales leadership success. Different sets s assets are different skills.
Therefore, the average tenure for a sales leader is 18 months and shrinking. Sales management is arguably one, if not the hardest job in the building. Don’t lose your top sales rep by subjecting them to the rigors of a sales manager.
Just hope and pray syndrome
Hope is never a good strategy. Sales leadership is part science and part art. There are four distinct hats that the sales leader must wear (Manager, Supervisor, Coach, and Mentor). There’s a fifth if you consider Recruiting & Hiring. This one should never come off. Recruiting and hiring is an “always-on” hat. Building your bench is so important.
I’m pretty sure I can conjure up a few dozen more “syndromes” but that’s not the title of this post. Let’s get to 10 great reasons to consider Fractional Sales Leadership.
Here is A dozen great reasons to consider Fractional Sales Leadership
1. Experience – You should expect a Fractional Sales Leader to have lots of it. Maybe 25 years of leadership experience, or more.
2. Perspective – They come from the outside. They will bring different ways of thinking about your situation. The definition of insanity is expecting different results from the same thinking. It may be time for a new perspective.
3. Accountability – They likely have a wealth of experience creating a culture of accountability. Measurable accountability.
4. Your Time – As the business leader, it’s time to focus on working on vs. in the sales end of your business. Get your time and focus back.
5. Sales Strategy – Assess and make recommendations for reaching your target market.
6. Sales Process Design and Execution – It’s time to put a formal sales process in place. All great teams need a playbook, shouldn’t you have one?
7. Manage, Coach, and Mentor – Managing, coaching, and mentoring salespeople are not intuitive, tap into an expert.
8. Hire and Keep Great Salespeople – Take out the guesswork. Develop a formal, effective plan for recruiting, hiring, and onboarding great salespeople.
9. Develop Your Team – Personal and Professional Development takes time and pays huge dividends.
10. Save Money – A good Fractional Sales Leader will save you money because they don’t require bonuses, benefits, and perks that come with a full-time sales leader.
11. Peace of Mind - As a great entrepreneur, you are an expert at creating wealth through the value you bring to the market. Many entrepreneurs fill their bank account souls and wind up emptying their soul. That’s not worth it! Fractional Sales Leadership can help you regain that Peace of Mind.
12. The Ultimate Goal – A good Fractional Leader will always have it as a goal to work themselves out of a job. Meaning, that let them help you attract and develop the full-time leader you need when the time is right.
All or some of these may resonate with you. It may or may not make sense for your business…
However, it’s probably worth a conversation to see if it’s valuable to co-create the perfect fit.
Do you have a structured approach and process for hiring salespeople (versus just posting jobs online and conducting a couple interviews before hiring)?
Do you maintain a consistent pipeline of sales talent to hire at any time when you find the right individual (versus only hiring when you lose a sales rep)?
Are you satisfied with your organization’s ability to hire the right sales talent and retain that talent for more than 2 years?
Do you have a structured Day 1 /Week 1 formal Orientation Training for new employees to learn about your company history/story and products, services, and solutions?
Do you have a structured formal 90-day Onboarding Plan with recommended steps and actions for new sales hires to take with checkpoints at Days 30, 60, and 90?
Do you have a formal ongoing Sales Coaching program in place at your company, whether managed internally or through an external provider, to consistently cultivate, develop and support the growth of your sales professionals?
Do you have a structured formal Sales Process with steps, stages, and associated forecasting percentages that the entire organization uses together in a team-pursuit sales cycle to qualify, manage and close opportunities?
Do you have a CRM system in place for the sales team to use to track lead gen activities, manage sales opportunities in the pipeline, and for the management team to use for forecasting purposes?
Do you have specific benchmarks you have set for Sales Performance Indicators (SPIs) and Key Performance Metrics (KPMs) per individual to monitor and manage sales performance to ensure that your organization is trending toward desired results?
Are you satisfied with the pace and number of net new logos (new accounts) your organization is acquiring each year? customers can’t find it, it doesn’t exist. Clearly list and describe the services you offer. Also, be sure to showcase a premium service.
Kirk Coyne is a CFO Consultant and Business Advisor to Privately-Held small to medium-sized companies. Kirk helps companies grow profitably, build value and prepare for an eventual exit. He brings companies more than 30 years of experience as a senior corporate executive, business owner, consultant, and entrepreneur.
Kirk's career has spanned a broad spectrum of financial and operational experiences, ranging from senior management roles in various business units of a multinational enterprise to business ownership and advisory roles with small closely held businesses. Kirk is experienced in leading businesses through business transitions, including due diligence, acquisition, integration, expansion, and optimization phases.
During his career, Kirk has worked in a variety of different industries and business segments, including manufacturing, industrial, distribution/logistics, wholesale trade, construction materials, building products, business services, mining, and real estate.
Kirk earned a Bachelor of Business Administration with a concentration in Accounting from the University of New Mexico (Anderson School of Management) and an MBA from Duke University (Fuqua School of Business-Global Executive MBA Program). Kirk also holds an active CPA license in the State of Texas.
For over a decade, Kerney Laday has been a consultant, advising business owners and their stakeholders on complex HR Outsourcing and Healthcare related matters. His solutions are designed to increase efficiencies, mitigate risks, improve earnings, and attract and retain top talent. In addition, he is the Market President for 6°, a middle-market professional services networking organization.
Kerney currently serves on the Boards of Texas Health Resources www.texashealth.org, Rotary Club of Dallas www.rotary.org, and Good Returns www.goodreturns.org, a company that provides a new form of philanthropy that enables businesses to promote sustainable solutions to our world’s greatest problems.
In 2006, Kerney pursued a career in investment banking with Allegiance Capital Corporation (www.allcapcorp.com). He advised privately held middle market companies in the sale of their businesses. His experience as a business owner coupled with his consultative approach allowed him to excel in investment banking.
After serving nine years in a variety of positions at Xerox Corporation, Kerney left in 1994 and subsequently founded two companies. The firms specialized in the sales of Xerox, Sharp, and Panasonic copiers, facsimiles, and printers to public, private, and government establishments. These organizations operated until their buy-out in May of 2005 by Alliance Office Systems, Inc. The acquisition included his employment as Director of Sales.
Rotary’s official mottoes, Service Above Self and One Profits Most Who Serves Best are principles Kerney lives by. He is an active Rotarian that also supported other civic organizations such as the Salesmanship Club of Dallas, Habitat for Humanity, First3Years, and Plano Independent School District’s Mentoring Programs.
Kerney received his Bachelor of Business Administration from Nazareth College of Rochester, New York. He enjoys traveling, and playing golf and tennis. Kerney has lived in France and Germany and currently resides in Plano, Texas. He has 3 daughters, and has been married 30 years to his wife, Marcia Laday.
Jimmy K. Curtin, is the founder and CEO of Next Level Sales Performance, LLC. He has more than 40 years of highly successful hands-on C-Level experience building "World Class" sales teams in the technology and services business. This successful B2B industry experience includes complex technology such as telecommunications, computer software/hardware, IT networks, VAR, channels, MSPs, digital advertising, and service companies.
Jimmy is also the author of "The Proven Sales Guide", published in 2017 as a sales tool to help salespeople and companies sell more and earn more money.
Jimmy has served as a "C" level executive for Dialogic, Westron Communications, VMX, Executone Systems, Carrier Management Systems, Conexio, and AS&I.
Jimmy has successfully recruited, hired, trained, and coached hundreds of salespeople and sales managers over the past 40 years. It was from this successful experience that Jimmy developed the tools, knowledge, and certifications that lead to the founding of Next Level Sales Performance, LLC.
Jimmy is blessed with a beautiful wife, four outstanding productive children, and four grandchildren.
Jimmy holds a business degree from Midwestern State University. However, he will tell you that his heart belongs to the University of Texas. Longhorn blood runs in his veins.
Communication IQ™ “Powered by Life Languages™” selects Next Level Sales Performance, LLC to provide their network of nationwide CIQ consultants with sales training, sales coaching, and team development.
Communications IQ™ CEO Gerald Parsons leads the company founded by Fred and Anna Kendall. Fred and Anna are known nationally and internationally as experts in communication and relationships. They have offered their expert advice as hosts or interview guests on more than eight hundred television and radio programs, including Dr. Phil and Good Morning America. Their interest in helping people understand themselves and others was the catalyst for creating, developing, and perfecting the 7 Life Languages.
Jimmy Curtin, CEO and Founder of Next Level Sales Performance, LLC will lead the initiative for Communication IQ’s national new business development and provide strategic sales training, sales process development, sales coaching, and fractional sales management.
Dallas, Texas, May 22, 2020 – Communication IQ™, “Powered by Life Languages™” was Founded in 1985, Operating on 6 Continents, in 108 Countries and with over 500,000 Profiles completed. Life Languages International is a communication analysis company. We certify communication coaches globally to work with any size group, organization, or corporation. Our 35-year track record of 98% accuracy makes the Life Languages™ communication system the gold standard for changing, improving, and creating a culture of character driven communication. www.lifelanguages.com
Next Level Sales Performance, LLC provides companies with the tools and knowledge required to increase sales and maintain productive sales teams through initiatives to improve the sales organization’s people, processes, and accountability.
“Jimmy brings over 35 years of business development, sales training, sales coaching, sales process development, and consulting experience,” remarks CEO Gerald Parsons. “His expertise in developing professional sales consultants and business development people will complement the Communication IQ™ business culture while steering our Life Languages™ coaching staff and services towards national expansion and large customer implementations.”
For more information on this partnership contact:
Gerald Parsons, CEO
Communication IQ™ “Powered by Life Languages™”
972-406-1313
Jimmy K. Curtin, CEO/Founder
Next Level Sales Performance, LLC
jimmy.curtin@nextlevelsalesperformance.com
1-800-310-0134
Press Release - July 30, 2020
Dallas, Texas, July 30, 2020 – Next Level Sales Performance, LLC is pleased to announce the appointment of two new members to the companies Advisory Board.
Next Level Sales Performance, LLC provides companies with the tools and knowledge required to increase sales and maintain productive sales teams through initiatives to improve the sales organization’s people, processes, and accountability.
“We are honored to welcome Kerney Laday and Kirk Coyne to join our Advisory Board,” remarks CEO Jimmy Curtin. “Both Kerney and Kirk bring years of successful consulting expertise and business experience to our team.”
Kerney Laday - HR
For over a decade, Kerney Laday has been a consultant, advising business owners and their stakeholders on complexed HR Outsourcing and Healthcare related matters. His solutions are designed to increase efficiencies, mitigate risks, improve earnings, and to attract and retain top talent. In addition, he is the Market President for 6°, a middle-market professional services networking organization.
Kerney currently serves on the Boards of Texas Health Resources www.texashealth.org , Rotary Club of Dallas www.rotary.org , and Good Returns www.goodreturns.org , a company that provides a new form of philanthropy which enables businesses to promote sustainable solutions to our world’s greatest problems.
In 2006, Kerney pursued a career in investment banking with Allegiance Capital Corporation (www.allcapcorp.com). He advised privately held middle market companies in the sale of their businesses. His experience as a business owner coupled with his consultative approach allowed him to excel in investment banking.
After serving nine years in a variety of positions at Xerox Corporation, Kerney left in 1994 and subsequently founded two companies. The firms specialized in the sales of Xerox, Sharp and Panasonic copiers, facsimiles, and printers to public, private and government establishments. These organizations operated until their buy-out in May of 2005 by Alliance Office Systems, Inc. The acquisition included his employment as Director of Sales.
Rotary’s official mottoes, Service Above Self and One Profits Most Who Serves Best are principles Kerney lives by. He is an active Rotarian that also supported other civic organizations such as Salesmanship Club of Dallas, Habitat for Humanity, First3Years, and Plano Independent School District’s Mentoring Programs.
Kerney received his Bachelor of Business Administration from Nazareth College of Rochester, New York. He enjoys traveling and playing golf and tennis. Kerney has lived in France and Germany and currently resides in Plano, Texas. He has 3 daughters, and has been married 30 years to his wife, Marcia Laday.
Kirk Coyne - CFO
Kirk Coyne is a CFO Consultant and Business Advisor to Privately Held small to medium sized companies. Kirk helps companies grow profitably, build value, and prepare for an eventual exit. He brings companies more than 30 years of experience as a senior corporate executive, business owner, consultant, and an entrepreneur.
Kirk's career has spanned a broad spectrum of financial and operational experiences, ranging from senior management roles various business units of a multinational enterprise to business ownership and advisory roles with small closely held businesses. Kirk is experienced in leading businesses through business transitions, including due diligence, acquisition, integration, expansion, and optimization phases.
During his career, Kirk has worked in a variety of different industries and business segments, including manufacturing, industrial, distribution/logistics, wholesale trade, construction materials, building products, business services, mining, and real estate.
Kirk earned a Bachelor of Business Administration with a concentration in Accounting from the University of New Mexico (Anderson School of Management), and an MBA from Duke University (Fuqua School of Business-Global Executive MBA Program). Kirk also holds an active CPA license in the State of Texas.
For more information contact: Jimmy K. Curtin, CEO/Founder, Next Level Sales Performance, LLC jimmy.curtin@nextlevelsalesperformance.com 214-564-0410
The Next Level Sales Performance Purpose Driven Prospecting™ program is based on our proven methodology and coaching curriculum for those who sell a complex technical product, service, and/or solution to senior executives and their team of influencers.
The focus is to build and manage a Lead Generation Program for your company to generate more leads, build a sales pipeline, to put your best and brightest sales professionals and leaders in front of more qualified prospects faster.
• Speed to Market: Our proprietary Sales Infrastructure Framework™ set of templates, tools, and documented processes and procedures allows us to quickly set up an inside sales operation in a fraction of the time it would take to create a Lead Generation Program from scratch without the use of such a structured framework.
• Emphasis on Results: Once completely set up, our unique and proprietary Sales Coaching Framework™, in conjunction with the weekly reporting and communication focused on key performance metrics, allows us to support and lead the sales team to produce better results on a consistent monthly basis than traditional sales management tactics produce alone.
• Emerging-growth business solution: Our experience and understanding of the sales industry allow us to construct and deliver a highly customized, cost-effective solution to the emerging-growth business that would otherwise be unavailable, or too expensive and time-consuming, to recreate and manage internally.
Who is Next Level Sales Performance? Next Level Sales Performance was founded in 2016 and since then has coached thousands of sales professionals at hundreds of companies in the emerging-growth tech sector.
Our focus is on helping your sales professionals become better prepared, more organized, and highly productive so they can generate more leads, build a sales pipeline, and close more business at a faster rate. On average, our clients increase sales by up to 25% annually after working with Next Level Sales Performance.
The Solution
The Purpose Driven Prospecting™ program is designed to provide a systematic sales prospecting program focused on scripted touch points and measured on generating valid, qualified leads for your sales team.
The Next Level Sales Performance difference:
• Next Level Sales Performance coaches lead and develop your team
• Use of our Sales Coaching Framework™, to ensure the team is well prepared, organized, and therefore extremely productive
• Focus on Results
• Generate qualified leads and help the team drive opportunities through the pipeline toward closure
• Focus on more than just the # of leads
• Next Level Sales Performance is an extension of your team
• Compensation alignment within the team drives the right behavior of the team
• Focus on quality and driving results by setting appointments with qualified prospects
• Appointments that turn into pipelines, opportunities, revenue, and new clients
The Result
The Next Level Sales Performance value to your organization:
• More time to focus on your core business
• Increase in sales revenue and business growth
• Increase in qualified leads and sales pipeline $ value
• Improved sales-ready messaging, tools, and process
• Improved competitive advantage
• Expanded market coverage and penetration
• Reduced turnover cost
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"The Proven Sales Guide" includes 255 pages of professional sales knowledge, developed over 35 years of building "World Class" sales teams.