Mark Synek

Start to finish - a complete consulting, training, and coaching project to teach a large team of reps and managers who sell complex technology solutions how to drive real revenue through the use of LinkedIn for prospecting and gaining meaningful introductions and appointments with buyers.

Conducted compensation bench-marking, analysis, and modeling for over ten acquisitions. Roles include Hunter reps, Farmer reps, Hunter/Farmer reps, Sales Managers and Directors, and Sales Support. Revealed gaps to best practices in design and the impact to operations and bottom line. Developed a set of actionable recommendations and managed pilot programs for new plans. These pilots included Gantt charts, communication strategies, writing compensation plans, and tracking through… Show more

Conducted compensation bench-marking, analysis, and modeling for over ten acquisitions. Roles include Hunter reps, Farmer reps, Hunter/Farmer reps, Sales Managers and Directors, and Sales Support. Revealed gaps to best practices in design and the impact to operations and bottom line. Developed a set of actionable recommendations and managed pilot programs for new plans. These pilots included Gantt charts, communication strategies, writing compensation plans, and tracking through implementations.
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Assess current Sales force to optimize talent and improve Sales Skills for modern buyer:
1) Identified and selected key competencies required for modern buyer
2) Created materials to conduct and evaluate sales staff
3) Review and analyzed assessment scores against world-class benchmarks to identify potential gaps
4) Assisted in creation of customized development plans to improve manager and rep skills

I helped a billion dollar global leader in hybrid cloud technology better understand who their Ideal Customer was. Working with a team from SBI, we helped the client perform an Account Segmentation exercise which created a super targeted list down to the individual account level. Rating each prospective customer against a Propensity to Buy algorithm we developed allowed the client to know exactly which prospects were most likely to be a fit for the client's solutions.

Conducted complete sales assessment through detailed discovery. Identified lack of Sales Process adoption and buyer focus as significant barrier to sales revenue growth. Developed Buyer Process Maps (BPM's), buyer Personas and job aids aligned to new Sales Process. Designed and delivered training across North America. Additionally, BPM's and Personas leveraged for Marketing content strategy

Conducted analysis regarding all aspects of sales, marketing and sales operations to benchmark efforts against best-in-class comparisons. Output of projects has been to uncover growth and improvement opportunities within the sales and marketing organizations.

The challenges of selling into the healthcare environment increase each day. Our project identified the key players in a complex and collaborative decision-making process. Direct interviews with a broad cross-section of buyers formed the foundation for persona development. Additional interviews and field investigation were the basis for a detailed buyer process map. Several expert panel workshops verified the field research.
The personas, key buyer actions and micro-decision questions are… Show more

The challenges of selling into the healthcare environment increase each day. Our project identified the key players in a complex and collaborative decision-making process. Direct interviews with a broad cross-section of buyers formed the foundation for persona development. Additional interviews and field investigation were the basis for a detailed buyer process map. Several expert panel workshops verified the field research.
The personas, key buyer actions and micro-decision questions are now the foundation for an integrated go-to-market program that includes contextual content marketing and a sales process mapped to the buying process. This buyer-centric approach is being expanded to include more personas and more product offerings. Show less

Through the transfer of sales management best practices, enabled field sales managers to lift their teams' productivity and skill sets.

My team and I identified gaps in the existing sales and marketing structure, quantified and prioritized the gaps, and developed a plan to close the gaps and increase the client's performance.

In an effort to increase sales and reduce compensation cost we assessed 15+ Sales Roles and compensation plans and made recommendations that led to compensation redesign.