Berger & Associates
Creating Sales Excellence

David Berger is a professional in sales workforce management with considerable expertise in strategic planning, business-development strategies and organizational effectiveness. During the course of his 25-year business career, he has managed highly successful sales teams at the local, regional and national levels for such Fortune 500 companies as Xerox, Pitney Bowes and Equifax. David has breadth and depth of knowledge and exposure in sales recruiting, training, skill assessment and development, resource deployment and management, financial planning and control, compensation and incentive programs, employee motivation, customer relationship management, business development and retention strategies, and organizational restructuring. He has worked extensively in a business-to-business services environment.

David has received numerous awards from his employers for achievement of sales goals, growth in revenue and the development and implementation of key sales strategies that had significant impact on both the top and bottom lines. He has also participated in numerous corporate sales, management and human resource development programs. David's overall knowledge, expertise, energy, enthusiasm and solid work ethic make him a valuable resource to any sales organization or company that would like to enhance its overall performance.

As a consultant to management, David Berger has as his primary focus sales workforce effectiveness issues and assisting corporations, both large and small, to receive a higher rate of return on their invested sales dollars. In the area of sales organizational strategic planning, he focuses on five key disciplines, including:

1. Assessment of Sales Resource Utilization
An in-depth review and analysis of the current sales model with specific focus on cost of sales, market demographics, market share, revenue potential and competition. As appropriate, he develops and implements a sales resource deployment model designed to achieve the desired revenue and financial results with specific benchmarks in both areas.

2. Analysis of Sales Organizational Effectiveness
A thorough analysis of financial and operational data to determine the relative performance of the sales team on an individual and organization-wide basis compared to industry standards, internal and competitive benchmarks. As appropriate, David develops and implements strategic and/or tactical initiatives designed to improve deficient areas and ensure long-term business growth.

3. Customer Relationship Management & Business Retention Strategies
An in-depth review and assessment of current customer relationship management and business-retention strategies to determine overall scope and effectiveness as measured by revenue growth, cost of sales, length and timing of business-development cycles, customer turnover and others. As appropriate, David develops and implements customer- and business-specific strategies designed to enhance the customer relationship management process and achieve the desired business results.

4. Business Development Strategies
An assessment of current business-development strategies by focusing on market demographics, channels of distribution, market share, revenue potential, current business results, competitive pressures, cost of sales and others. As appropriate, David develops and implements product- and market-specific strategies at both the organizational and individual levels that achieve the desired revenue and financial results.

5. Organizational Restructuring/Re-engineering
An analysis of the sales organization's operational and performance data with an emphasis on current revenue production, market share, revenue potential and cost of sales compared to overall business goals and objectives. As appropriate, David develops a sales-deployment model that achieves the desired revenue, market share and financial objectives, as well as HR/legal department approval. Also as appropriate, David develops and implements sales strategies and tactics for the resulting sales organization.

In conjunction with the primary areas of concentration, the practice will also perform related services in the areas of sales employee recruiting and hiring, goal setting and performance measurement, compensation and incentive programs, and employee development and training.

David Berger
Berger & Associates
4235 St. Charles Way
Boca Raton, FL 33434
Phone: 561-862-0837
E-Mail: David Berger