flevyblog

Flevy Blog is an online business magazine covering Business Strategies, Business Theories, & Business Stories.
MANAGEMENT & LEADERSHIP STRATEGY, MARKETING, SALES OPERATIONS & SUPPLY CHAIN ORGANIZATION & CHANGE IT/MIS Other

Implementation: Turning Sales Theory into a Reality

Scores of manuscripts, books, periodicals, and assorted publications have been written about Sales and Sales Management–most of which are brilliantly conceived and well intentioned.  The reader understands the basis of the information either theoretically, conceptually, and/or, as a practical matter, “gets” its significance.

But, something might be missing and that something is: HOW do I do it?

Sales and marketing organizations within corporate entities usually provide very specific strategy and tactics information, which on its face recognizes the importance of engaging the how to’s in the implementation process. Looking back on my career, it became my responsibility to implement the strategies and tactics that could lead to successful outcomes and to share informational outcomes within the organizational structure to help ensure the growth and development of the company.

I have been requested by Flevy to depict and explain how it was performed–i.e., my experiences in helping to grow Roche Diagnostics from its inception in 1969 (since I was the first salesperson hired) up to and including my retirement at the end of 1997.

Within the framework of this venture, my goal will be to reflect upon the company’s progression with an emphasis on how the implementation process worked, not only for me, but for those within my group of equally hard working and dedicated individuals that ultimately comprised our beloved Roche Diagnostics. The implementation process.

With this in mind, the central theme will be the art of implementation.

My initial Fiaccabrino Selection Process is now in a PowerPoint format and we are looking forward to a significant degree of interest on the part of organizations having to deal with costly turnover in its respective sales forces. My goal was and is to present a viable approach to the hiring of extraordinary people by not only dealing with the principles of the format, but, of equal importance, the art of its implementation.

In future articles, there will be case studies contained in three specific formats and at the same time dealing with the common thread of implementation.  They are:

  • Candidate Selection, Hiring, and Development (adjunct to the Fiaccabrino Selection Process).
  • Sales Management.
  • Sales Strategies (and other related formats).

My goal is to share information to enhance the success of others.  More to come.

About Charles Fiaccabrino

Known as "Mr. Roche," Charles Fiaccabrino helped grow Roche Diagnostics from a startup to a multi-billion dollar company. Roche is now a Fortune 200 enterprise with $50B+ in sales. Charles is a seasoned executive of 50+ years who has experience across all topics Sales- and Strategy-related. He also published the Fiaccabrino Selection Process, a powerful methodology for interviewing and screening the "best of the best" sales people.

, , , , , , ,




Complimentary Business Training Guides


Many companies develop robust strategies, but struggle with operationalizing their strategies into implementable steps. This presentation from flevy introduces 12 powerful business frameworks spanning both Strategy Development and Strategy Execution. [Learn more]   What does it take to achieve Operational Excellence? Read this guide and learn to build an integrated Business Execution System from Six Sigma Master Black Belt Frank Adler, co-founder of Operational Excellence Consulting. [Learn more]
The Fiaccabrino Selection Process (FSP) is a proven methodology for increasing sales and reducing turnover, developed by "Mr. Roche," Charles Fiaccabrino. Mr. Fiaccabrino is a Sales Executive with over 50 years of experience. [Learn more]   Learn this time-tested approach to Change Management authored by Ron Leeman, recipient of the Change Leader award by the World HRD Congress in 2012. Ron Leeman has been Change, Process and Project professional since 1974. [Learn more]
Recent Articles by Corporate Function

  

  

  

  

  


The Flevy Business Blog (http://flevy.com/blog) is a leading source of information on business strategies, business theories, and business stories. Most articles have been contributed for management consultants and industry executives with over 20 years of experience. If you would like to contribute an article, please email our editor David Tang at [email protected].

Flevy (http://flevy.com) is the marketplace for premium business documents, such as management frameworks, presentation templates, and financial models. Our documents are of the same caliber produced by top tier consulting firms, like McKinsey, Bain, Accenture, BCG, and Deloitte. Learn more about Flevy here.


Connect with Flevy:

   
  


About Flevy.com   /   Terms   /   Privacy Policy
© 2015. Flevy LLC. All Rights Reserved.