Profitable Sales Growth in Six Steps

Mike Moorman, Tony Yeung, Kelly Tousi, Ty Curry, Dan Peterson, Torsten Bernewitz, Glenn Hollister, Chad Albrecht, Dharmendra Sahay, Scott Shimamoto

Step 1: Develop a Successful Sales Strategy

What do sales leaders want above all else? Profitable revenue growth. What's the first ingredient required to achieve it? A winning sales strategy.


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Step 2: Incorporate the Customer into Your Sales Process

In sales, a primary principle of success is to put the customer first. In practice, however, many salespeople fall short.


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Step 3: Design a Winning Sales Force

Improving the design of the sales force often starts with one simple question: what do our salespeople do all day?


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Step 4: Benchmark Success

Have you ever tried to give someone directions without using a map?


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Step 5: Motivate Your Sales Force to Succeed

Good salespeople share at least one trait: a desire to win.


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Step 6: Leverage Sales Operations

Selling has often been considered more art than science.


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About the Experts

Mike Moorman is a Managing Principal at ZS Associates and is based in the firm’s Chicago office. He is the leader of ZS's Private Equity practice as well as the firm's Go-to-Market Strategy and Transformation practice area. During his tenure at ZS, Mike has consulted globally with more than 40 organizations across multiple industries including high tech, transportation, financial services, industrial products, consumer goods, energy and life sciences. His primary expertise is in business-to-business sales force strategy, sales effectiveness transformations, and sales force mergers.

Tony Yeung is a Principal with ZS Associates and a leader in the firm's global B2B Sales and Marketing Practice. He has more than 12 years’ experience in sales and marketing as a practitioner and consultant. Tony's work spans industries with a B2B focus, including medical devices, business services, transportation and logistics, and high tech. He has focused on a range of sales and marketing issues that include go-to-market strategy, structure design, sales deployment, sales effectiveness, incentive compensation and operations.  

Kelly Tousi is a Principal at ZS Associates and is based in the firm’s Evanston office. Kelly is a leader in ZS’s Medical Products and Services area. She is also a sales effectiveness practices leader, and has worked with numerous medical products companies on the use of key performance indicators to diagnose and improve sales productivity.

Ty Curry is a Managing Principal at ZS Associates in San Francisco, and he serves as regional lead for the firm's offices in the Midwestern and Western U.S. Ty helps his clients develop and implement sales strategies to improve market coverage and productivity. He works with clients on a variety of sales effectiveness issues such as sales force design, sales process design and implementation, resource optimization and incentive compensation. He has worked across a number of industries including high tech, media and publishing, energy, apparel and life sciences in North America and Asia. He is based in the firm’s San Mateo, Calif., office.

Dan Peterson is the global Managing Principal, Operations, at ZS Associates and is based in Evanston, Illinois. He has extensive experience in issues of sales force strategy and marketing resource allocation; geographic deployment and territory design; sales force design, productivity assessment, and performance evaluation; sales force compensation, goal-setting, and reward systems; go-to-market strategy & transformations; financial analysis; international taxation; and mathematical modeling.

Torsten Bernewitz is a Principal based in Princeton, N.J., and the leader of ZS’s Sales Force Effectiveness practice area. During his tenure at ZS, he has also served as Managing Principal for ZS’s operations in Europe and as Office Managing Principal of the Paris and Frankfurt offices. He has worked with Fortune 500 companies as well as leading pharmaceutical companies in the United States, Europe, South America, and the Far East on optimizing sales processes and managing organizational change. Torsten holds an M.Sc. in economics and economic geography from Hanover University and an M.B.A. from INSEAD.

Glenn Hollister is a ZS Principal based in Chicago. As leader of ZS’s Travel and Transportation practice, Glenn has advised a number of the world’s leading transportation companies, as well as companies in the hospitality, loyalty program and travel technology sectors. His work has included large-scale sales force transfor­mations, growth strategy, value proposition development and other areas of sales effectiveness.

Chad Albrecht is a ZS Principal based in Evanston, Ill. He leads ZS’s B2B Sales Compensation practice. Chad has helped numerous clients create and implement motivational sales incentive plans and set fair and challenging sales quotas. His clients include companies in the medical device, pharmaceutical, high tech, manufacturing and business services industries.

Dharmendra Sahay is a Managing Principal on ZS Associates' executive team and is based in the firm's New York office. He has worked extensively with his pharmaceutical clients to outsource and offshore sales and marketing support functions. Sahay has a BTech in electrical engineering from the Indian Institute of Technology, New Delhi, an M.S. in computer science from Northwestern University, and an M.B.A. from the Kellogg School of Management at Northwestern University.

Scott Shimamoto is the Office Managing Principal of ZS Associates' office in Evanston, Illinois. Scott has helped many companies shape, enlighten, motivate and evaluate their sales and marketing organizations. In addition, Scott has extensive experience in incentive compensation, developing best practices in incentive plan design, goal setting and incentive program administration. He has a B.S. in electrical engineering from Vanderbilt University and an M.B.A. from Stanford University.