About this Presentation
Get ready to explore the challenges in Sales and how TOC improved sales performance. The presentation focuses on firsthand experience and data analysis of sales for several companies in the IT sector. In 2017, the founder was looking at some dismal prospects. After investing in sales, the team wasn’t able to bring in any new business and the companies’ sales were and had been flat. That same year, after 2 years of operations issues, the decision was made to utilize Theory of constraints to resolve long standing problems in service operations. It was there that some systemic issues were revealed and so began the long march to improving business operations. But things would get worse before they got better as sales continued to struggle. It wasn’t until a couple of years later that a real discussion was had on applying Theory of Constraints to the sales process. It wasn’t an easy process to decipher, but the impact to service operations was clearly evident. It was through this evolution of sales that led to a new view of how to approach planning, forecasting, and executing our sales operation. It even launched an entirely new company focused on sales ops for IT firms. In this presentation, the presenter will share his story of what happened, what the data showed, and how the TOC method applied in sales created sustainability in his first business and launched a second business to help other IT companies.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
Instructor(s)
Patrick Ciccarelli
Patrick Ciccarelli has been active in the IT sector for more than 30 years as a founder, executive, and investor. Originally starting in the education and nonprofit space, Patrick went on to launch and lead Varsity Technologies, the leading IT provider to nonprofit organizations in the San Francisco Bay Area. He has been involved in several technology products and most recently launched the SaaS Sales startup, Plumly, a revenue optimization platform built for technology and managed service providers. Patrick has held advisory roles for Ingram Micro as well as board roles for nonprofit organizations in the Bay area. He continues to mentor future executives, volunteer in his community, and speak on the need for more social good and environmental action in business. Patrick is a successful author of four technology books published with Wiley and Sons on the topics of networking and IT systems. He has sold over 50,000 copies and his books have been translated in multiple languages. Patrick holds a master’s degree in Instructional Systems Design. He is married with two children and has been fortunate to call San Francisco his home