Managing Sales To Drive Top Line Growth

Our guest speaker will be Mike Cleland, Founder, Charted Path.  www.chartedpath.com

Mike has over 18 years experience in the staffing industry. Since the founding of Charted Path in February of 2010, Mike has facilitated solutions for over 20 companies in multiple staffing verticals including IT, Engineering, Healthcare, Light Industrial, Clerical, Legal, and Managed Services with revenues ranging from $10M to $150M. Solutions have included, but not limited to:

• Strategic Planning
• Sales and Recruiting Process Improvement
• Performance Management Improvement
• Compensation Plan Development
• Front Office Tool Selection and Configuration
• Metrics Portfolio Creation

Throughout his career, regardless of his role Mike’s commitment to continuous improvement to stay ahead of market changes played a crucial role as a producer, line level manager, executive, and consultant.

In the early nineties, Mike led key initiatives to improve recruiting performance such as reorganizing the recruiting team to improve competitiveness, rolling out the first website and incorporating automation into the recruiting process.

A few years later, Mike opened the first remote office for his company in the Carolinas where he conducted the market research, identified and hired local talent, developed a customized recruiting and CRM tool for the market. Mike built a strong, well-diversified book of business still maintains above industry average gross margins.

As an enterprise-wide manager, Mike focused on driving improvements across the entire organization. These improvements included increasing productivity by over 30% through automation and effective job order management, centralized and scaled partnership program to increase delivery capabilities, and developed and implemented new compensation plans to drive growth and profitability.

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