Gary Braun

About Gary Braun

I work with sales organizations to implement the best practices that separate high-performing organizations from their peers. I give special focus to sales managers and how they work with their team to implement process, measurement and how they coach and develop their team members to get the most production and retain top players.I have over 25 years of sales and sales management experience in the technology sector. I\'ve sold and managed sales teams in a direct sales channel, through channels, inside sales and field sales. I specialize in longer, complex sales cycles involving multiple decision makers.In my current company, Pivotal Advisors, we have worked with over 100 companies to improve direction, create accountability, improve accuracy in the forecast and drive sales performanceSpecialties: Implementing proven sales systems that increase team productivity, helping companies hire effective sales people, onboarding systems, implementing sales process, developing sales KPIs, developing coaching skills of sales leaders, driving accountability.

Experience

1. Owner Partner

   Pivotal Advisors, Llc

   Oct 2008 — Present

   Pivotal Advisors helps companies grow their revenue by helping them implement proven systems and processes utilized by high-performing sales organizations. We have a special focus on the people that have the biggest impact on sales - the sales leader. We provide them with the tools and skills that most sales leaders were never taught at any time in their careers, but are essential for the continuous improvement of their sales teams. Some of the areas we help sales organizations include the following- Defining a Growth Strategy for Sales - identifying where growth will come from, which markets to target, how to structure your team in order to pursue those targets- Recruiting/Hiring/Retaining/Motivating the right people and learning how to either let go or develop underperformers- Implementing a sales process specific to each company that allows the reps to be more effective and efficient in their work- Developing meaningful metrics that are leading indicators so managers can identify areas that need attention and can make corrections- Developing comp plans and non-monetary reward systems that drive the right behavior in the sales team and motivate the desired behaviors- Reinforcing, Coaching, Motivating and Executing on the systems in placeAs a co-founder/co-owner at Pivotal Advisors, my role is focused on finding and engaging new clients, transitioning them to our Sr. Consultants for implementation of sales best practices, facilitate/lead many of our sales leader peer group meetings and I also work with a small group of client to help them develop their sales systems.

Education

• University of Wisconsin-Eau Claire

  Business Administration

  1983 — 1987

Skills

• Entrepreneurship
• P&L Management
• Strategy
• E-Commerce
• Saas
• International Business
• Online Marketing
• Competitive Analysis
• Selling
• Start-Ups
• Key Account Management
• Sem
• Multi-Channel Marketing
• Enterprise Software
• Recruiting
• Sales Management
• Cross-Functional Team Leadership
• Marketing Strategy
• Product Management
• Metrics
• Coaching
• Crm
• B2b
• Go-to-Market Strategy
• Strategic Partnerships
• Sales Process
• Management
• Direct Sales
• Salesforce.com
• Professional Services
• Negotiation
• Marketing Management
• Channel Partners
• Leadership
• Sales
• Online Advertising
• Mobile Devices
• New Business Development
• Product Marketing
• Lead Generation