Hanging with Holly: Interview with Sales Team Expert Jake Wilson

Profit or perish… There are only two ways to make money: increase sales and decrease costs”. -Fred DeLuca

It is a pretty simple concept, and when we value businesses, we know top line revenue is an important indicator of the health of the business- In fact it is one of the 18 value drivers we look at when we assess a business.

In this video, we talk with Jake Wilson, the Founder of Sales Team Builder, who discusses how he works with clients to help them build their sales team in order to drive profits. His body language, energy, and knowledge demonstrate that it is not just about following a magic formula, but it is about coupling your product knowledge and your process and being able effectively communicate that with your client through words and presence.

Hanging with Holly: Interview with Sales Expert Jake Wilson from Dan Doran on Vimeo.

Holly:    So, welcome to today’s video blog. I’m here with Jake Wilson, who’s from Sales Team Builder and sales teams are so critical to every business. So many businesses prevent growing value because they have not integrated the right sales strategies. So, very key for any business operation is the focus on sales. Jake, how’re you doing today?

Jake Wilson:    Doing great. Thank you very much. Thanks for having me here.

Holly:    Yeah. Well, tell us a little bit about what you do.

Jake Wilson:    What I do is, I love sales, if you really look at it, and I’ve yet to come across a business in the world that doesn’t have sales in some form or fashion. There might be someone, but I’ve yet to see it in any of those businesses. What I love doing, is I love being able to find a business that’s out to make a difference and being able to pair those with sales people who want to perform with that company’s vision and mission is. And by fulfilling on what that vision of what that company is, they get to have the compensation, they get to have access to what’s important, what matters to them personally, which could be buying a house, building up wealth, investing in real estate, retiring to a beach, traveling, being debt free, whatever it is. That’s one of the first key components. When a company as a vision that people can buy into, you can get great people because then you’re offering a solution that people can believe in. When it comes to sales, they key is people will only take actions on something that is urgent, not what’s important.

Holly:    Are you training the actual sales team?

Jake Wilson:    You can do it a couple ways. One of the ways I love doing it is, if I find the right company, is I’ll come in and I’ll; actually to the sales. I will learn how to sell in that industry. What does that business do? What do their competitors do? You can’t train somebody to do something if you haven’t done it yourself. In a lot of ways, I’ll come in and do that where I build up the process, the systems, the sales pitch. How do you replicate top talent? IF they already have top talent in the company that are selling consistently and reliably, I’m going to find how do we replicate that person? For a business, if we’re talking about value of a business, if you have sales, but if’s it’s only reliant on one or two people, what if those people leave? How do you train the next evolution of them?

Jake Wilson:    If it’s the business owner, the business should never be doing the sales at a business. Sometimes, they have to, but if you’re talking long-term valuation or viability of a business, that is not he most profitable endeavor. You take what it is that they are so good at and what they love doing about it, but then you find somebody who can do that and you train them to be able to be consistently, successfully performing. It’s the systems, it’s the processes, it’s the pipeline. How do you fill the pipeline? Is it a two-week, is it a four-week cycle? How do you manage to make sure every week that the necessary number of actions are taken so that four weeks from now you’re gonna have the sufficient opportunity to close those leads?

Jake Wilson:    And if all that’s happening and being done independent of the business owner and executive, then the business owner can be spending time on growing the actual business. They’re now no longer in the business. They’re now working on the business. That’s the main component of what I do.

Holly:    Sounds common sense, but I know it’s never that easy, right? If it were, everyone would have a great sales team. Two questions for you. How long does it take to make that process work? How does a business owner hold you accountable?

Jake Wilson:    How a business owner holds me accountable is we establish and create parameters of results that they want, which I’ll also give it back to them. If you want these results, here’s what needs to happen. We set up, it always comes out to commitments. I give my word to them, they give their word to me, and we work together. We set up communication protocols. We set up managerial protocols. The goal when I come into a business is not for me to be there forever. My goal is to come in, put in all those systems, get the right team in place, and then take me out of it so that the team can arise and manage itself so that it’s the processes that’s selling, not the individual. It can never be, then I become a limiting factor. The goal is never for me, in general. That’s the first thing.

Jake Wilson:    What was the, the second part was?

Holly:    How long does it take for these processes to take-

Jake Wilson:    It really depends on the sales cycle. If you have a 2-4 week sales cycle, within 3-6 months it can easily be double to triple the monthly business. If you have a 3-month sales cycle-

Jake Wilson:    So I guess I’d say it’s anywhere from 3-6 times the sales cycle. Now, you can always shorten that over time, but if you’re in commercial real estate, you have 18 month sales cycle. Much harder to do that. If you’re in anything that has a month-long sales cycle, usually within 3-6 months you can do it. Takes about a month or two to create and establish the systems and the protocols, to test them to make sure that they work. The key is being able to replicate that. Once they’ve been replicated once or twice, then you have a system that’s proven and can work time and time again and then you just get better. That’s that where you get the exponential growth. Every time you do it, you get better.

Holly:    Sounds like a lot of fun, lot of energy. I know not every sales person can have that energy that you have, so I’m sure you’re exciting to have around.

Holly:    Real fast, can you tell us what’s a typical client look like for you?

Jake Wilson:    Typical client for me would be a business that can generate their own leads, ’cause I don’t typically do lead gen. You need somebody who is very masterful in your industry, with your niche, what you want to be able to get you the qualified leads. That’s kind of a different department. I have partners that do that. That’s not really what I focus on. So, they can get their own leads.

Jake Wilson:    They’re committed and out to make a difference and they have a clear goal of what they want, whether it be selling their business in 1-5 years, or they’re really ready to scale their business but they have to have a goal and a vision in place and they’re truly ready and willing to do what that takes to put the team in place. That would be an ideal client.

Jake Wilson:    Industry doesn’t really matter because the principles of how I build the teams and how I build the sales process, that’s always the same. There’s nuances in the business, which is why I like to come in and learn it.

Holly:    Learn it, that makes sense.

Holly:    As we wrap up, what would be, on a personal level, what is your favorite Colorado adventure to pass on?

Jake Wilson:    Ooh favorite Colorado adventure. Well, I’m born and raised, so I have a lot of them. The favorite Colorado adventure. Now, it only can happen a little bit. Hopefully, it can happen more frequently. Playoff Rockies baseball. If you can go to a playoff Rockies baseball game, there is no energy in this city like when that’s happening. Playoff Bronco’s football is different [crosstalk 00:07:00] just ’cause there’s so much more about baseball games. It happens a lot longer. The energy of the city. If you can experience playoff baseball in Colorado, in Denver, there is nothing like that.

Holly:    Great tip.

Holly:    Jake, thanks for being here.

Jake Wilson:    Thanks so much for having me.

Holly:    We’ll talk again soon.

Jake Wilson:    Alright.

Speaker 4:  (singing)

 

Hanging with Holly – Interview with Derek Martin

We’re stoked to have Derek Martin from 56 Capital Partners join us and talk with Holly Flores.

According to USDA Economic Research, net farm income in 2018 is expected to reach a 12 year low. Additionally, on-farm household income remains negative on a year over year basis. These are challenging statistics for our farmers across America. Whether farmers are thinking about evolving their business in order to overcome increased costs or they are thinking about succession planning and how they will manage their retirement years, it is critical they are engaging in these conversations before it is too late.

Derek Martin, of 56 Capital Partners, grew up on a farm with his parents in Michigan. He knows the different challenges that a farmer may face as they plan for their future. This brief video shares some insights from working with farm owners and highlights some challenges and solutions for planning for retirement.

Continue Reading…

Quantive Named Moxie Award Finalist

Quantive is pleased to have been named a finalist in the 2018 Moxie Award, said Dan Doran, Quantive’s Founder.  The Moxie Award honors companies, nonprofits, and associations for their boldness in business, placing them among an elite group of leading organizations.

“I want to congratulate our team for enabling us to be recognized among the boldest and most innovative organizations in the D.C. metro community,” Doran said.

Finalists were recently announced by Sarah Cody, the 2018 Moxie Award executive chairwoman.

“We received an unprecedented number of entries,” Cody said. “We look forward to revealing the winners at the 2018 Moxie Award celebration on Oct. 11 at The Ritz-Carlton in Tysons Corner.”

A complete list of finalists can be found at https://moxieaward.com.

Choosing a Business Valuation Firm

Most business owners perform a business appraisal only once or twice in the tenure of ownership of their company.  Oftentimes the reason driving the business appraisal – exit planning, tax considerations, litigation – suggests that the selection of a business appraisal expert is a critical one.

So with limited experience and great importance, how should the business owner select a business appraisal firm? Continue Reading…

Search Funds: The Goldilocks of Buyers?

The M&A market is booming, and for entrepreneurs and family businesses seeking to capitalize on a historically great seller’s market, some are finding that the lack of long term planning is weighing on valuation.   As we approach the end of a historically great M&A market it’s important to start thinking about trading some smaller portion of value in return for a deal that closes while the market is still at its high point. Continue Reading…

Clear Rock is now part of the Quantive Family

We are pleased to announce that our sister company, Clear Rock Advisors, LLC., has rebranded under the Quantive name. The two companies share common ownership, and this rebranding better aligns with our vision of offering a full range of services related to corporate value.

About Quantive

Quantive is a veteran owned and operated financial services company serving the lower middle market. We assist entrepreneurs, family businesses, and their advisors in Valuation, Value Growth Consulting, and M&A Advisory.

For more information please contact Dan Doran @ 202-734-6490.

FAQ’s

Has there been a change in ownership?
No. This is a simple rebranding – ownership remains the same.

Will this change impact my relationship with my Advisor?
No. There will not be any change whatsoever to your advisor relationship or your direct interaction with Quantive / Clear Rock.

Why the change?
As our financial services practices have continued to grow we find more and more overlap between our M&A, Valuation, and Exit Planning services. We want to cut down on any confusion and improve consistency in the way we go to market. Ultimately we think this change will drive a better client experience.

When is the change effective?
We finalized our rebrand to Quantive in March 2018.

State of GovCon M&A: 2018 Edition

Despite declines in the overall market, M&A activity relating to government contractors has remained quite active. Within the larger trend of agency and military projects adhering to the current president’s priorities, here is a look at the major trends shaping the M&A landscape for government contracting. Continue Reading…

Understanding Valuation Adjustments

One common step in all business valuations is the “search for adjustments” – whether it be a public company with GAAP accounting or a small pass through entity.  Valuation analysts are (almost) always looking at past performance as a proxy for future value.  In doing so, we need to understand what the “real” earnings capacity of the company is.  Unfortunately, the story isn’t always so clear.  Myriad  factors cloud the question of “what’s real?”  Nonetheless, analysts work through a process to start quantifying these changes – or Adjustments – to earnings to realizing the real number.   From there, we can work through modeling performance, risk, and ultimately value.

Why do we care?  A few reasons: Continue Reading…

Common Issues When Valuing a Small Business for Divorce

Every valuation engagement is unique and dependent upon a wide range of considerations, observations, and assumptions.  One business can have multiple valuation conclusions based on the purpose at hand, intended user, date of the valuation, state of the economy, revenue/earnings stream considered, and normalizing adjustments utilized in presenting financials to name a few.  The following article highlights the most common issues associated with divorce valuations. Continue Reading…

How To Get a Business Loan

Your small business is ready to grow and you need a loan to make it happen. Just like with a personal loan or a mortgage, you will want to shop around and find the best rate and terms to meet your needs. Being prepared will be key to expediting the process. Follow these four basic steps and watch load offers roll in.

1.  Improve your personal and business credit scores.

Continue Reading…