Mark Turner

Providing new sales managers with learning's and tactical advice to help them navigate the first several months as a people manager.

The program covered many important topics for any new sales manager. Topics included: being a leader not just a manager, running effective 1:1 and team meetings and an assortment of other business acumen related topics.

Dex Media decided to have their outside sales force migrate to be completely virtual at the start of 2015. This required designing a full blue print for what management should look like and what tools were needed to best execute this strategy going forward.

1. CRM Execution and Management.
Redesigning the Salesforce.com Dashboards and customizing certain reports was an essential step to preparing our management team to operate in a virtual world. We designed multiple custom reports… Show more

Dex Media decided to have their outside sales force migrate to be completely virtual at the start of 2015. This required designing a full blue print for what management should look like and what tools were needed to best execute this strategy going forward.

1. CRM Execution and Management.
Redesigning the Salesforce.com Dashboards and customizing certain reports was an essential step to preparing our management team to operate in a virtual world. We designed multiple custom reports for each region across the company and rolled the new look dashboards out across the country.

We retrained the management team on how to customize reporting in Salesforce.com and also provided them with tools and training so they could facilitate the same training to their sales reps one on one.

2. Communication
With the elimination of physical offices it was important to prepare the managers with the proper knowledge and tools for communicating in a virtual environment. We trained each manager on how to utilize their company provided WebEx accounts and the important features they needed to have expertise in. We trained them on how to use video conferencing and execute screen-sharing functionality. We coached them on how best to run motivating and inspiring meetings while operating in a virtual environment.

We also trained the management team on how to utilize Chatter in Salesforce.com as a good team building / communication hub that could provide their teams with the feeling of togetherness even when they weren’t seeing each other face to face.

3. Accountability and Forecasting
Creating a forecasting tool for the managers and sales reps both was a critical component we tackled as well. We designed reporting that could be pulled on demand that would allow managers to see “real time” updates for their pay-period, quarterly and annual tracking. With that same concept we allowed reps to monitor their sales funnel so they could track to success and bonus opportunities as well.
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The goal of the project was to find an effective way to communicate best practices across the Midwest region above and beyond the current processes in place (E-Mail and Team Meetings) Everything is moving at such a fast speed we needed to come up with a new and creative way to communicate best practices with sales in a more efficient way.

My task as team leader was to create and launch a YouTube Channel that could be used to communicate best practices across the Midwest Region at Dex… Show more

The goal of the project was to find an effective way to communicate best practices across the Midwest region above and beyond the current processes in place (E-Mail and Team Meetings) Everything is moving at such a fast speed we needed to come up with a new and creative way to communicate best practices with sales in a more efficient way.

My task as team leader was to create and launch a YouTube Channel that could be used to communicate best practices across the Midwest Region at Dex Media.

Our first initiative was to get the best reps across the region to Role Play a sales call and share the best of the best with the region as a good teaching tool for struggling sales people and future sales people that join the region.

More projects to come as the channel grows in usage and adoption increases. Show less

Socialnomics was a project dedicated to updating the way sales people at Dex Media utilized Social Media to benefit them day to day. We focused on increasing new business acquisition and developing stronger communication and relationships with current clients.

The project stretched across many platforms. We educated the sales people on how to best utilize social sites like Facebook, LinkedIn, Living Social, Groupon and many other sites. Our goal was to educate them on all of the… Show more

Socialnomics was a project dedicated to updating the way sales people at Dex Media utilized Social Media to benefit them day to day. We focused on increasing new business acquisition and developing stronger communication and relationships with current clients.

The project stretched across many platforms. We educated the sales people on how to best utilize social sites like Facebook, LinkedIn, Living Social, Groupon and many other sites. Our goal was to educate them on all of the benefits for professional sales people that exist on these sites. Most people see these sites as personal portals to communicate with colleagues or friends. Our goal was to teach them to look at the sites a little different so they could utilize these resources in the business world.

The Socialnomics team ran a 2 month trial tracking the success not only with sales generated but also comments dedicated to improved current client communication. The trial received rave reviews in both regions we trialed it in.

The Socialnomics concept is being launched nationwide in July 2014 based on all the positive feedback and success from the initial trial.


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As Dex Media became more digital one of our biggest objectives was to figure out a more effective way to share information and important documents in a quicker more organized way.

After trialing a couple different ideas with my team I stumbled on Drop Box. This tool allowed me to share information instantly with my team and it allowed me to keep an organized format for them to access things on demand.

This was so successful that we rolled it out to the entire state of Illinois.… Show more

As Dex Media became more digital one of our biggest objectives was to figure out a more effective way to share information and important documents in a quicker more organized way.

After trialing a couple different ideas with my team I stumbled on Drop Box. This tool allowed me to share information instantly with my team and it allowed me to keep an organized format for them to access things on demand.

This was so successful that we rolled it out to the entire state of Illinois. For the last 4 years it has become the preferred way for Sales Managers to store and share reports and documents for their team. It has created a more organized sales force and with that increased results over the last couple years as well. Show less