Check Out Our Newest Books!
“You cannot afford to overpay or underpay salespeople. This book is a MUST read, MUST do!”
-Jeffrey Gitomer- Author of The Little Book of Leadership and The Little Red Book of Selling
Buy the Book!
“In the Innovative Sale, Mark defines the key principles from the world of art and design that can be used to exceed the expectations of our most demanding customers."
-- Bob Dillon- Director, SMB Agency Sales, Google
Buy the Book!
Designing a great sales compensation program that...
This is the third in a three-part series. Click to read:...
This is the second in a series. Click here to read...
Whether changing the sales compensation plan or making a...
Quota-setting methodologies vary based on the market and...
Jim Benard has a broad background of executive leadership in all facets of Sales Planning and Sales Operations. His comprehensive skillset provides a unique perspective on a wide range of sales effectiveness initiatives. Over the past 20 years, Jim has established a track record of building high performance sales operations teams that enable and drive results in large public companies as well as smaller, start up environments.
As an internal agent of change, he has successfully led cross functional teams in high impact areas such as quote to cash process improvement, CRM, Strategic Proposal Services, Sales and Supply Chain Integration, Revenue Planning and Margin Improvement.
He has held executive level positions at a variety of high technology companies including Amdahl Corporation, Cabletron Systems, Stratus Technologies, and Clearcube Technology. For the past 9 years, he has been the Vice President, Global Sales Operations at Silicon Graphics International Corporation.
Jim holds a Bachelor of Science from Eastern Michigan University, a Master of Science from the Horace H. Rackham School of Graduate Studies at the University of Michigan and an MBA from the Goizueta School of Business at Emory University in Atlanta, Georgia.
Specific areas of expertise include:
- Sales Strategy and Go-To-Market Planning
- Global Sales Processes and Multi-channel sales programs
- Market Segmentation, Territory Alignment and Quotas
- Sales Compensation design and planning
- Sales Performance Management and KPI’s
- CRM implementation and compliance
- Demand Generation Programs and Pipeline Management
- Sales Forecasting methodologies that improve accuracy and predictability
- Strategic Pricing and Deals Desk
- Sales and Operations Planning (S&OP) and Demand Planning integration