“With each meeting with my SBDC Business Advisor, I felt more confident and positive about how I could make a change. We went from a company that was into the credit line for $90,000 to actually making a profit. I look forward to having continued success using the practices I have learned. Thanks to everyone who has helped turn the company around this year!
Jeff Talmadge approached the Central Coast SBDC in March of 2008 to obtain assistance in developing a plan to hire a salesperson. His construction company was not in good financial condition and sales were slow, and he knew he needed to make a change to his marketing plan to increase sales in this challenging economy.
An SBDC Marketing Advisor discussed the job goals Talmadge would require for a commissioned salesperson such as soliciting jobs, customer service, and closing sales. They prepared requirements for candidate interviews and solicited job suggestions from peer groups. Hibble also reviewed current target markets and presentation techniques with Talmadge to close sales with potential clients.
Talmadge was able to change his sales process to align with the input he received, and he hired the salesperson, completed a training schedule and developed expected outcomes and metrics for performance. Talmadge Construction was able to make a profit by October 2008, retain their current staff of 13 employees, grow their sales to $900,000 in ongoing jobs, and close another $900,000 in new jobs, carrying the business successfully into the first quarter of 2009.