Today we look at franchises with one of the most successful franchise experts in the country, Gus Lurillo of The Entrepreneur's Source. Gus will give us tips for choosing a franchise, and what to watch out for.

Vince Burruano, 30 years of Leadership & Sales Wisdom

Vince is currently the Vice President of Sales for the Commercial Division of JK Moving Services. He has held this position for more than 6 years and leads a team of 20 people. He focuses on the personal and professional development of his team to ensure consistent achievement of both individual and company goals. He is an avid reader and strongly believes in continuous learning and leadership development.

Vince has been in sales and sales management for nearly 30 years with experience selling both products and services to businesses and the government. He has held leadership positions with Ricoh-USA, IKON, and Oce. Originally from the New York area he moved to Virginia with his wife, Elizabeth, and son, Michael, about 23 years ago. Vince has a bachelor’s in philosophy from The Catholic University of America and an MBA from The George Washington University.

SHOW OBJECTIVES: THE WHY

I’m currently working with several companies dealing with sales team crises. One company has had three hires for the sales team without any success. Another has had a sales manager who was successful pre-COVID and finds the current business landscape so difficult, he’s no longer able to lead.

I invited Vince to give us a snapshot of his innovative approaches to building a successful sales team. Vince is a lifelong learner who is a student of leadership. This was a valuable hour for picking up new ideas. 

You are all here to learn. A lot of you, like my clients, learn best by first hand experience. Is it really necessary? Vince is here to help you learn about the importance of sales leadership in growing your business.

Today you have the chance to learn through another leader’s experiences – saving you time, money, and energy. I’m always happy to learn from someone else’s examples, aren’t you?

I’m currently working with several companies dealing with sales team crises. One company has had three hires for the sales team without any success. Another has had a sales manager who was successful pre-COVID and finds the current business landscape so difficult, he’s no longer able to lead. I invited Vince to give us a snapshot of his innovative approaches to building a successful sales team. Vince is a lifelong learner who is a student of leadership. This was a valuable hour for picking up new ideas. Vince shared these common problems: Responsible for both running the business and being the Chief Sales and Revenue Officer. Should you add a professional sales manager to the team? Limited time to coach and mentor current sales staff – talent recruitment and development is critical. Driving profitable revenue growth. Expand your current business – new markets and/or business lines. Getting the sales, and overall, culture right. Here are Vince’s points for you to consider: - You cannot do it all – evaluate your business and see if adding a sales leadership position (manager) makes sense. How else can you empower and delegate responsibilities while still achieving the results you expect? - Your people are the key to business growth and success – are you giving them the tools to do their best work? How are you developing them? Are they creating the client experience you want? Do you have a defined and written sales process? Have you identified the best way to engage prospects and help them through the buying journey to realize profitable revenue for your business? -Are you the leader you need to be? Manager vs. Leader – Managers do things right while leaders focus on doing the right things well. Are you inspiring others to be their best? Is your why believable? Are you developing new leaders in your company? Leaders are always in short supply and they are the cornerstone of all future growth.