Good to Great Sales Force: Top Sales Talent Increases Profit $9.1 Million

Executive Search Case Study:

Executive Summary

Three candidates placed by Search Consultant Gary Bozza at WorldBridge Partners Chicago NW have generated $33.3 million in sales revenue and $9.1 million in gross margin.

Nine years ago, Artie Collins, co-owner and then co-owner John Fox (now Jeff Greenbury) from NPN360° had a vision to grow more quickly by hiring new sales talent to offset some of their sales people who were getting close to retirement. They needed high quality proven sales people in the printing vertical to ensure their growth continued.

About the Client

NPN360° is dedicated to assessing needs and developing solutions which improve the effectiveness and efficiency of their clients’ print and integrated business communication. They have proven experience helping customers in the healthcare, manufacturing, distribution and financial services industries achieve their goals. Founded in 1985, NPN360° has been in business over 30 years and has earned a strong reputation in the Midwest.

The Challenges

NPN360° knew they couldn’t spare the time to search for candidates themselves. But they knew they needed an expert who understood the printing vertical intimately.

The Solution

President of WorldBridge Partners Chicago NW, Gary Bozza, who “grew up” in the print and marketing communications vertical, was contacted and invested hours of time in understanding NPN360°’s culture, compensation plan and how they support and develop their personnel.

Bozza developed a recruiting campaign which included a detailed position profile, that ultimately brought in NPN360°’s first hire. Bozza worked with NPN360° to hire a total of four top-performing individuals over the last decade.

The Results

That first hire has been with NPN360° 11 years and has generated over $11 million in sales revenue. The second salesperson WorldBridge Partners recruited has been with NPN360° 8 years and has generated over $10 million in sales revenue. NPN360°’s third hire from WorldBridge Partners has been with them 6 years and has generated $12 million in sales revenue.

In total, these 3 Account Executives have generated just over $33 million in sales revenue to NPN360°’s top line and about $9.1 million in gross margin.

Bozza was also tasked with locating a senior customer service professional. This individual has been with NPN360° 5 years and has supported sales people that have generated a total of $15,000,000 in top line revenue.

“We credit Gary and his staff with a key part of our success and would recommend him to others looking to locate, not just sales and customer service people, but anyone on their leadership team.”- Artie Collins, CEO

The WorldBridge Way

  • Is your business positioned to expand, but you can’t find quality people?
  • Do you wish you had executives or sales leaders who could help you shoulder the load and make your customers raving fans?
  • Do you have a succession plan that will support the legacy you built for years after your retirement? .

You might consider working with a professional consultant who specializes in your industry and provides executive talent to hundreds of firms in the US. Click here to contact Gary Bozza and learn about The WorldBridge Way.  


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