Sean Gallagher Leadership Capabilities Presentation

Leadership Capabilities
Presentation For
Sean Thomas Gallagher

8180 McClanahan Drive, Browns Summit, NC 27214

972.897.6368

www.linkedin.com/in/seantgallagher

Contents
Assignments

Leadership

Computer Skills

References

Assignments
My core competency is the sale of services – tangible and intangible – based on long term
contractual relationships

This sales expertise developed my skills
Selling at all levels within an organization – CxO through end user

Selling in a complex sales environment with multiple buyers (technical, economic, user and the ultimate
decision maker)

Selling in both short and long sales cycles (1 call close to multi-year process)

Selling long term value of relationships by building trust and rapport with clients

Leveraging team selling

Selling full portfolio of products and services

Developing the long term value of the customer

Managing the lifetime value of the customer relationship

Assignments
As a sales leader I
Develop the value of the team and team sell with other departments,
capitalizing on others strengths

Promote continuous learning and development on the team, working
towards conscious competency

Identify areas of improvement for my team members and sales
process to shorten the sales process and maximize revenue

Provide positive reinforcement and realistic expectations to motivate
the team to greater success

Empower my team to take appropriate actions and move sales
through the process

Assignments
In addition to my sales experience, I’ve been fortunate
to work with mentors who recognized my skills and
expanded my experience

I’ve also
Designed and sold marketing research

Developed and implemented marketing programs including the
collateral

Held total responsibility for two customer care centers with 100
team members supporting 400,000 customers, $45M in annual
revenue and a $2.5M annual budget

Leadership
In my career I’ve consistently and continuously
found ways to improve the performance of my
teams by providing them with value added
resources

Resources fall in two primary categories
Customer facing processes

Back office processes

Leadership
Customer facing
While most salespeople don’t want to admit it, everyone is
better with a script. The trick is to know your script so well it
sounds like a conversation.

I’ve work with my teams – especially inexperienced reps or
those new to sales – so they realize they need to internalize
their scripts. I share this example:
“Think about the character Johnny Depp plays in Pirates of the
Caribbean. You may not like him as an actor, but you can easily
identify the character. Why is that? Did he wake up one
morning and decide to be a pirate? Did he make up all the lines
in the movie so he sounded natural saying them? No, he had a
script and he rehearsed it hundreds of times until he became the
character. This is what we do as salespeople to effectively sell.
You need to take your script, learn it, make it your own.

Leadership
Customer facing
Presentations (scripts) are “plug-n-play” ready for
the customer with minimal customization required

Leadership
Customer facing
Once the presentation is finished my team has tools
to present the value proposition to the customer
Solutions are often custom tailored to the particular client
and the value proposition will include specific costs/cost
reductions or process improvements that encompass the
total value for the customer
First example page

Many times the solution is high level and simply focuses on
the bottom line costs associated with the partnership
Second example page

Leadership
Customer facing Uniform Program Analyzer
W earers 10

This example takes all Towels (W eekly Delivery)
G&K Quoted Rate (11/11/2)
Other Quoted Rate (11/11/2)
$
$
100
5.75
4.00

components of a Pricing

Other
program into account Shirt
Item Rental
$ 0.45
Replacem ent

$
Price
18.00
Item Rental
$ 0.40
Replacement

$
Price
14.00

and shows how a low Pants
Jacket
Towels
$
$
$
0.45
0.25
0.06
$
$
$
17.00
36.00
0.41
$
$
$
0.40
-
0.06
$
$
$
13.00
25.00
0.41

initial cost results in a Towel Replacement
TOTAL: $
7%
65.24 $
7%
57.74

higher overall spend. Common Items

Other

Items / Month Cost / Item Items / Month Cost / Item
Missing Garment 1 $ - 1 $ 17.33
Replacements 2 $ - 0 $ -

This tool allows reps to
Dam age Items 1 $ 23.67 3 $ 52.00
TOTAL: $ 23.67 $ 69.33

M onthly Cost of Program

walk through the cost Total Cost $ 284.63 $
Other
300.29

elements of a program, Effective Unit Cost $ 6.67

Agreement
$ 7.51

even if they are not Term 48
Other
48

comfortable with a Price Increases

Year 1 $ 3,700.15
5%

$ 3,903.81
3%

price/value conversation Year 2
Year 3
Year 4
$ 3,885.15
$ 4,079.41
$ 4,283.38
$ 4,020.93
$ 4,141.56
$ 4,265.80
Subtotal 48 Month Agreement $ 15,948.09 $ 16,332.10
Savings with G&K $ 384.00
Year 5 $ 4,497.55 $ 4,393.78
Year 6 $ 4,722.43 $ 4,525.59

Leadership
Customer facing
For a high level analysis, team members input
information and the sheet automatically calculates for
presentation and conversation with the customer
Prepared By: Sean Gallagher
G&K Services Prepared For: ABC Company
Agreement # : C 123456
Transition Program Date: 4/1/2009
Valid Through: 4/16/2009

Current Environment

Current W eekly Bill $ 509.00 Average Garment Cost $ 22.00 Deal Highlights
Number of W earers 35 Typical Transition L&D % 20% Weekly savings %: 15%
Inventory per W earer 24 Expected Financial Impact $ 3,696.00 5 year savings %: 6%
Transition Cost: $ 3,696
5 year savings: $ 7,350
G&K Partnership New garment value: $ 18,480
Total value: $ 29,526
G&K W eekly Bill $ 435.00 Recovery W eeks 8
Transition % Covered by G&K 20% Free W eeks of Service 8
Agreement Term - Months 60 Partnership Length - Months 62
12 24 36 48 60 72 84
ABC Company Financial Impact
Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7
Current Provider $ 26,468 $ 26,468 $ 26,468 $ 26,468 $ 26,468 $ 26,468 $ 26,468
G&K $ 22,620 $ 23,751 $ 24,939 $ 26,185 $ 27,495 $ 28,869 $ 30,313
Savings by Year $ 3,848 $ 2,717 $ 1,529 $ 283 $ (1,027) $ (2,401) $ (3,845)
TOTAL SAVINGS: $ 3,848 $ 6,565 $ 8,094 $ 8,377 $ 7,350 $ 4,949 $ 1,104

Benefits of G&K Partnership
Better service and accountability
$0 transition costs
100% brand new garments at transition - $3,696 G&K investment in your company!
Reduction in weekly spend
$7,350 savings over 5 year partnership assuming no price increases by your current provider over the next 5 years.
Additional $7,350 savings over 5 years is like getting another 17 weeks for FREE!
How is your current provider going to save you $29,526?

Leadership
Customer facing
The beginning of all customer facing activities is the training of the
team
Recently I’ve been fortunate to have a training department to provide
formal training

In addition I train reps and provide reinforcement and augmentation to
the corporate training objectives
Behavior training, you need to understand your personality and your
customer’s to maximize your opportunities to sell – Synergy Solutions
personality profile (Driver-Expressive-Analytical-Amiable), Myers-Briggs,
Caliper, Oxicon sales profile

Learning models

Sales processes

Skills testing – role play

Leadership
Customer facing
My personality profile

Leadership
Customer Facing
A B A B A B A B A B A B A B
1 1 2 1 3 1 4 1 5 1 6 1 7 1
8 1 9 1 10 1 11 1 12 1 13 1 14 1
15 1 16 1 17 1 18 1 19 1 20 1 21 1
22 1 23 1 24 1 25 1 26 1 27 1 28 1
29 1 30 1 31 1 32 1 33 1 34 1 35 1

My Myers-Briggs
36 1 37 1 38 1 39 1 40 1 41 1 42 1
43 1 44 1 45 1 46 1 47 1 48 1 49 1
50 1 51 1 52 1 53 1 54 1 55 1 56 1
57 1 58 1 59 1 60 1 61 1 62 1 63 1
64 1 65 1 66 1 67 1 68 1 69 1 70 1
2 8 8 2 5 5 6 4 7 3 5 5 8 2

ISTJ 2
E
8
I
8
13
S
7
N
2 6
13
T
4
7
F
5
13
J
5
7
P
Analytical MANAGER OF Your Profile: IST J In event of a tie - choose the letter or apply both

FACTS AND DETAILS; ISTJ ISFJ INFJ INTJ
Analytical MANAGER OF Sympathetic MANAGER OF People-oriented Logical, critical, decisive
dependable, decisive, FACT S AND DET AILS; FACTS AND DET AILS; INNOVAT OR of ideas; INNOVATOR of ideas;
dependable, decisive, concerned with people's serious, quietly forceful and serious, intent, highly
painstaking and systematic; painstaking and systematic; welfare: dependable,
concerned with systems and painstaking and systematic;
preserving; concerned with independent, concerned with
the common good, with organization, determined
concerned with systems and organization, stable and
conservative.
stable and conservative. helping others develop. and often stubborn.

organization, stable and ISTP ISFP INFP INTP
conservative. Practical ANALY ZER, values Observant, loyal HELPER;
exactness; more interested reflective, realistic, empathic,
Imaginative, independent
HELPER; reflective,
Inquisitive ANALY ZER;
reflective, independent,
in organizing data than patient with details, gentle inquisitive, empathic, loyal to curious; more interested in
situations or people; and retiring; shuns ideas; more interested in organizing ideas than
reflective, a cool and curious disagreements; enjoys the possibilities than practicalities. situations or people.
observer of life. moment.

ESTP ESFP ENFP ENTP
REALISTIC ADAPTER in the REALIST IC ADAPT ER in Warmly enthusiastic Inventive, analytical
world of material things; good- human relationships; friendly PLANNER OF CHANGE; PLANNER OF CHANGE;
natured, tolerant, easygoing, and easy with people, highly imaginative, individualistic; enthusiastic and
oriented to practical, firsthand observant of their feelings pursues inspiration with independent; pursues
experience; highly observant and needs; oriented to impulsive energy; seeks to inspiration with impulsive
of details of things. practical, firsthand understand and inspire energy; seeks to understand
experience. others. and inspire others.

ESTJ ESFJ ENFJ ENTF
Fact-minded, practical Practical HARMONIZER; and Imaginative HARMONIZER Intuitive, innovative
ORGANIZER; assertive, worker-with-people; sociable, and worker-with-people; ORGANIZER; analytical,
analytical, systematic; orderly, opinioned; sociable, expressive, orderly, systematic, confident;
pushes to get things done conscientious, realistic and opinioned, conscientious; pushes to get action on new
and working smoothly and well-tuned to the here and curious about new ideas and ideas and challenges.
efficiently. now. possibilities.

Orientation of Energy - Direction of focus, source of energy
E xtraversion (energized by outside world) Introversion (Energized by inner world)
Perceiving Function - Ways of taking in information
Sensing (Work with known facts) iN tuition (Look for possibilities of relationships)
Judging Function - Ways of coming to a conclusion
T hinking (Decisions on logic and personal analysis) F eeling (Base decisions on personal values)
Orientation to Outer Life - Function used in external world
Judging (Prefer planned, orderly way of life) P erceiving (Prefer flexible, spontaneous way of life)

Leadership
Customer Facing
My Caliper

Leadership
Customer facing
Learning models
I teach my team that it is
an ongoing process to
develop skills and become
Consciously Competent – I
know what I want to say, I
know why I want to say it
and I know what I want
the outcome to be once
I’ve delivered my
information to the
customer

This ongoing process is
part of every field ride,
coaching session, formal
evaluation and annual
review

Leadership
Customer facing
One page out of a 106 page training manual
covering products, systems and sales processes

Leadership
My primary responsibility is to be a sales leader; to educate, motivate,
develop, focus and support my team to assist them in producing at
the highest levels possible.
When I need to develop tools to support my team I have the aptitude to
leverage technology

I’ve been fortunate to have a great set of professionally developed
applications to help my teams over the years, however there are
always opportunities to provide additional value

At times I’ve identified a need for additional support, typically either:
Strategic territory tools

An Excel workbook to evaluate KPIs and format data for easier review

An Access database to automate or improve a process

Leadership
MapPoint territory strategy maps
One of the main challenges to maximizing selling during
golden hours is using time effectively, so using
Salesforce.com data I mapped out prospects by Zip

Leadership
Excel
Here are just two examples of the process improvements
made using Excel
I consolidated the Salesforce.com data into a graphical
dashboard for management. This provide rep-by-rep KPIs
on a scorecard that is simple to use.

I automated the new order process, moving from a hand
written form to a spreadsheet
Many of the items either fill in automatically or there is
error checking to reduce costly mistakes

All forms are now in a single location, reducing the
chance for incomplete paperwork

Leadership
Excel – Salesforce.com KPI reporting
Angela Bottomley
Current
W ee k W ee k W ee k W e ek W e ek W eek W e ek W e ek W eek W eek W e ek
Pipeline 7 8 9 10 11 12 13 14 15 16 17

New Opportunitie s $ 400 $ 2,250 $ 1,695 $ 1,200 $ - $ - $ - $ - $ - $ - $ -
Sum $ 400 $ 2,650 $ 4,345 $ 5,545 $ 5,545 $ 5,545
Avera ge $ 400 $ 1,325 $ 1,448 $ 1,386 $ 1,109 $ 924
Crea te d 3 5 5 6 0 0
Avg Opp Value $ 133 $ 450 $ 339 $ 200 $ - $ -
Projected Closings $ - $ - $ - $ - $ 1,650 $ 3,180 $ 400 $ 405 $ 1,745 $ 100 $ -
Sum $ 3,180 $ 3,580 $ 3,985 $ 5,730 $ 5,830 $ 5,830
Avera ge $ 3,180 $ 1,790 $ 1,328 $ 1,433 $ 1,166 $ 972
Crea te d 5 6 4 6 1 0
Avg Opp Value $ 636 $ 67 $ 101 $ 291 $ 100 $ -

Below
Avera ge
Above

Actua l Goa l New Opportunities Projected Closings
Tota l Opportunities 35 26
Tota l Opportunities Last 4 W ee ks 16 8 $ 2, 50 0 $ 2, 00 0
$ 1, 80 0

Avera ge La st 4 W eeks 3.2 2 $ 2, 00 0 $ 1, 60 0
$ 1, 40 0

Tota l Pipeline $ 9,205 $ 7,800 $ 1, 50 0 $ 1, 20 0
$ 1, 00 0

Avera ge Opportunity $ 263 $ 300 $ 1, 00 0 $ 800
$ 600
$ 50 0 $ 400
$ 200

Avera ge Opportunity Age 58 92 $- $-

Max Opportunity Age 177 184 7 8 9 10 11 13 14 15 16 17
Avera ge Opportunity Activity 87 14
Max Opportunity Activity 318 30
15 $3,140
W ee kly Monthly
Quota $ 162 $ 708
Pipeline $ 663 $ 2,650
Pipeline Multiple 4.10 3.74
Goal 4 4 20 $6,065

Quantity Re ve nue
Discove ry 20 $ 6,065 Discovery Present Discovery Present
Present 15 $ 3,140

Leadership
Excel – New order process
Seller enters a data point which is
checked against a master product
list. This information is then
entered on the form for the admin
team to place the vendor order.

Order form is color coded and all
required fields highlighted. Seller
fills in the worksheet which
populates remainder of the order
form.

Leadership
Access
I taught myself to program and I’ve developed systems to:
Automate the fulfillment of 2,000+ customer welcome kits
per week

Track trouble tickets and billing credits

Report ACD statistics for management and client review

Quote, order, invoice and track customer merchandise orders

Each of these systems helped either fix or streamline an
internal process

Leadership
Example of system designed to order, track
and bill direct sale garment orders:

Leadership
Customer invoices

Computer Skills
Proficient in MS Office and general PC knowledge
Free on-line testing from National Computer Science Academy –
www.ncsacademy.com

Additional software experience with:
Salesforce.com; ACT!; Microsoft MapPoint; Microsoft FrontPage;
Microsoft Project; SPSS; Survey System

References
Professional Personal
John Logan - manager Michael McCoy – 817.896.2669
President – Optimum Sales Consulting
678.447.3559 Michael Alewine – 336.662.7987
Harry Schottenfeld - manager
Director of Sales – G&K Services
925.963.1574

Jon Wolfe - peer
AGM/Service Manager – G&K Services
919.656.1177

Richard Aronson - peer Contact Information
Manager Technical Services – Hitachi
Business Consulting Sean Gallagher
214.683.8938 8180 McClanahan Drive
Browns Summit, NC 27214
Angela Bottomley – team member
Major Account Representative – G&K 972.897.6368 cell
Services
336.327.5659
sean_t_gallagher@yahoo.com
Amy Dotson - team member www.linkedin.com/in/seantgallagher
Account Executive – Sanijet Corporation
972.533.6120

Sean Gallagher Leadership Capabilities Presentation

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Sean Gallagher Leadership Capabilities Presentation