Sean BallanceCareer & Personal Summary

Who is Sean? Competitive, driven, leader with integrity Proven, broad experience in sales,

sales management, operations, quality & programs

Balance is the key to success. Recruiter, motivator, developer, mentor,

retainer Over 15 years of commercial healthcare

experience. Proven track record Winner Positive leadership qualities Fiancé of Andrea Phillips Uncle of Britni Ballance

Experience

Sales & Sales management, recruiting, hiring, promotion of team

Operations – zone management Fulfillment, cash, billing, SOPs, integration, metrics, P&L, etc

Quality – project focus including; deployment, compensation, productivity, leadership

C-level selling Long- & Short-cycle sales process Device, capital equipment, disposable equipment Management training and leadership development Strategic selling (core strength), solution selling Executive Selling (Komer & Brown)

How to Deliver

Protect high end customer base – communication & understanding

Know hospitals / accounts Be humble, but confident Deals! ! ! Identify

opportunities to drive sales – conversions

Learn pain points Where are we strong/weak Identify weak areas and build plans to turn into

strengths

3 Main focus Areas

1 Month listening tour1 on 1’s with every team member

What can I take off your plate?How can I help?

Understand strengths/weaknessesWhat motivates each?

Build my own credibilityProduct

LeadershipJob KnowledgeRound Tables

Empower TeamWhat is important to team becomes

important to the Individual

Cus

tom

ers

Expertise

People/Team

Sales, leadership, strategyIdentifying opportunities MotivationDraw from experience & expertise

Understand contracts, language, T’s & C’s Stay in touchContinue to Lead in a positive manner

30 Day Plan

Meet with region team members LISTEN Establish working rhythms (Conference Calls, Rep/Manager

Needs, etc) Understand “top 5” key focus areas Review plan to exceed sales goals Review team and opportunities for improvement ( consolidation,

holes, top opportunities) Individual/Pod meetings – round tables

Develop strategies for key customer conversions to drive growth Identify “low hanging fruit” opportunities –

Immerse myself in company culture, training, initiatives Hit the Numbers!

60 Day Plan

Meet with all key customers in region Centers of Influence Top Volume Sales Customers Top Opportunities Key Decision Makers & Influencers Low Hanging Fruit – Go One level Deeper Establish Regular Travel Patterns

Understand all Manager level processes. Become expert in all areas.

Hit The Numbers!

90 Day Plan

Understand competitive strengths & weaknesses in region

Focus on penetration of existing customers customer satisfaction leads to account penetration

Relationship Building – Customers Team

Communicate company goals, objectives & strategies

Hit the numbers!

How I’ll Do this

Simplify task at hand “Can’t boil the ocean” Focus on Top 5 things Can’t be effective

without Focus 80/20 Rule – Spend 80% of my time driving key

initiatives and growing sales Opportunity Funnel Focus on new growth

opportunities to grow business Clean up the messes that exist Support top Customers and coach others to

achieve results

Awards Masters Club Sales Advisory Panel Employee Satisfaction Committee Nurse Communication Roundtable

Member Distributor of the Year Award Region Contest Winner

Why Am I a Good Candidate?

The corner stones of my success are built on Character, Leadership and Performance