Miami Beach, FL – February, 2011 – Fast Track Tools founder Ken Revenaugh won Sales Operations Leader of the Year from The Stevie Awards, the world’s premier business awards, governed by a board of distinguished judges, featuring many of the leading figures in business.
Revenaugh, Vice President, Sales Operations at Oakwood Temporary Housing, was honored for his ability to define sales operations via developing effective messaging and communications materials and creating and implementing sales and marketing tools and processes that have made a significant impact at Oakwood.
He initiated a sales transformation using a seven-stage model that included client research, segmenting customers, improving the value proposition, instituting new sales processes, determining best performer profiles and human capital requirements and adding new incentive programs and transparent metrics to drive accountability.
Revenaugh noted, “I was so honored to receive this award, sponsored by the Sales Management Association. A special thanks goes to Oakwood’s experienced sales operations team and their executive sponsorship. It’s important to recognize and thank Oakwood’s customers, who requested this transformation three years ago.”
In addition to his win, The Stevie Awards honored Revenaugh and his team as finalists for Sales Training or Coaching Program of the Year.
This honor was a result of Revenaugh and his team recognizing research showing reps typically overlook obstacles to a positive sales decision when they try to close deals, even if they have already established value. Revenaugh understood the need to shift the sales mind-set to an investigative approach. He and his team created a murder mystery/detective coaching program that dramatically changed reps’ attitudes toward questioning and resulted in shorter total sales cycles and larger deal sizes. The Corporate Executive Board highlighted this program as a best practice.
Revenaugh explained, “The sales playbook is at the core of the sales and coaching program at Oakwood. We’re lucky to have a leadership team committed to the ongoing use of the playbook as a coaching tool in the sales process.”
Learn more about Revenaugh and his sales operations expertise via his website: http://kenrevenaugh.com
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photo by Katrina Snaps.