Lonestar Forklift, Inc.

Manage a regional sales team of territory sales representatives in Central Texas. 

Responsible for the P&L of an $18 Million sales budget. 

Moreover, define and deliver the regional sales plan, KPI target setting, strategy implementation, and territory development. 

Focus on hiring, training, and the development of the sales team, with a focus on consistent growth, retention, and personal development. 

Key Areas of Success to Date: 
•	Increased market share from 4% in San Antonio and Austin to 9%
•	Tasked to lead sales training for the entire sales team
•	Significantly increased efficiencies and data steams in our CRM: Microsoft Dynamics
•	Developed and implemented new standard operating procedures
•	Green Belt Certified

Sales Manager

Leavitt Machinery

Managed a regional sales team territory sales representatives across the Southern Ontario market.  

Was Responsible for the P&L of a $9 Million sales budget. 

Moreover, defined and delivered the regional sales plan, KPI target setting, strategy implementation, and territory development. 

Focused on hiring, training, and the development of the sales team, with a focus on consistent growth, retention, and personal development. 

Key Areas of Success: 
•	Hired, developed, and trained a new sales staff with a maximum retention rate of 95%. 
•	Grew the annual budget from $3 million to $10 million in under 3 years.
•	Increased market share from 7.2% to 23% in the entire geographic region year-to-date. 
•	Launched a new-to-market lithium battery solution with 65 customer acquisitions in 2 years. 
•	Developed and deployed a new-to-market sales strategy, leading to a call conversion ratio of 23%. 
•	Utilized a customer account retention and growth strategy, yielding a 0% zero loss of the major account customer base, while expanding existing services by an average of 18%.

Crown Lift Trucks

Developed and expanded a defined geographic territory in the industrial equipment industry. Was responsible for strategic sales implementation to increase market share and services of industrial equipment and SaaS services with new businesses and an existing customer base. Presented valuable solutions, with a consultative sales approach to C-suite decision markers. Tasked with managing the customer service representatives and leading a comprehensive sales strategy to increase service revenue. Managed a team of 6 customer service representatives and produced a dramatic increase in service contracts with existing and new customers. 

Key Areas of Success:
•	Increased equipment market share from 9% to 33% in 3 years.  
•	Exceeded sales quota by 115% in equipment sales each year. 
•	Grew the customer service representatives team from 1 to 6 in 2 years.
•	Led the customer service representatives team to a 900% increase in growth in service agreements in 2 years. 
•	Increased annual revenue from $2.7 million per year to 6.3 million per year in 3 years.

Territory Account Manager

Ricoh Canada Inc.

Focused on selling printing equipment and SaaS cloud solutions, and exceeded sales quota by 106% year over year and 234% in the 2014 fiscal year. Increased market share from 6% to 27% with new business development. Drove revenue through targeted sales approaches and presented useful solutions to a variety of decision-makers, from the C-suite to the regional supervisor.

Territory Sales Representative

Breathe E-Z Homes

Promoted from outside sales representative to sales manager. Managed a team of 6 sales representatives and was responsible for weekly training sessions and weekly ride-alongs. Tasked with hiring, training, retention, and sales team development. Increased sales representative retention from 42% to 73% in under a year.

Focused on selling the filter queen vacuum and air purification system. Increased market share from 2% to 11% in 1 year and led the branch in sales. Handled a vast client list and geographic region with an annual budget of $500k in revenue.

Outside Sales Representative

I write about sales, leadership & productivity to help you become a top sales performer. RSM at Lonestar Forklift | AIB MBA

I started as a door-to-door vacuum salesman; If I didn’t sell, I didn’t eat. 

I wanted to quit several times - just give up and walk away. It was tough. 

It was a hard job, but it taught me more about perseverance and selling than any other position I have had in the past and since that time.  

In this journey, I built the #1 rated vocal teaching practice, which I operated for 7 years. I met some amazing people and developed lasting friendships. 

Now, I focus on helping companies to increase their revenue generation through customized sales coaching. 

Career highlights to date: 
> Rebuilt and reshaped a dynamic sales team
> Employee sales retention of 95%
> 3X budget growth from $3 million to $10 million
> Increased market share from 7% to 23%
> Call conversion ratios over 23%. 
> 100% retention of major accounts
> Built the #1 vocal teaching studio in London, Ontario

If you want to take your sales career to the next level, let's chat. 

Chris Crane - Sales & Management Professional, MBA.

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