Richardson Business Breakfast - November 15, 2007

ABOUT THE PROGRAM

It is daunting task to put the right plan in place to accomplish an aggressive sales goal.  So how do successful, fast growing companies quantify the many decisions necessary to determine the proper investment level required?

Barry Caponi is back to the Richardson Business Breakfast by popular demand to share his answer to this and many more questions using a sales tool his company developed.

All attendees will be given a free copy of this sales tool that is certain to help any company:

• Set reasonable and attainable revenue targets
• Set reasonable and attainable new customer targets
• Configure the right sized sales team
• Determine the ‘correct’ number of leads required
• Determine appropriate and necessary sales activity levels  
• Determine the appropriate sales activity time requirements
• Foresee a coming shortfall in revenue before it’s too late
• Effectively supervise a sales team
• Effectively reduce turnover
• Increase efficiency and effectiveness of the sales team

ABOUT THE SPEAKER

The President of the Caponi Performance Group is Barry Caponi. He is responsible for sales and delivers a fair amount of the training and most of the consulting services.  Barry himself brings over twenty-five years of broad sales and sales management experience to the business of sales training and consulting. His general management experience ranges from running a property management firm to that of having full worldwide P&L responsibility for a division of a software company. His sales management experience includes all levels from international, to North America to that of a local district sales manager. His selling experience also covers both direct sales plus indirect re-seller, dealer and alliances channels. Barry’s industry experience includes computer hardware and software, electronics, life insurance, telecommunications and property management. Additionally his individual selling responsibilities have included those of a new business territory rep, account manager servicing existing business, major and national account management, and alliance management.  Barry has trained salespeople from a broad cross-section of industrial disciplines.

His company environment experience includes those of start-ups to multi-billion dollar companies such as Hewlett-Packard and Computer Associates. He not only obviously brings a varied background to CPG, but also a very successful track record whether measured in terms of profit, performance to quota, sales club or other award attainments. Barry has pursued and closed business in his career that ranged from small deals measured in the thousands of dollars to large deals valued between $30M and $50M each.

In his spare time, in addition to being an avid golfer, Barry also has a successful twenty-five year basketball officiating career that includes the honor of being selected to officiate the Texas State High School Final Four and working at the Division I collegiate level for many years.