Sales organizations · Charlotte, NC

I build sales organizations that run on process instead of personalities.

Gary Peeples

Eleven years, one company. One office and two reps to nine offices and about 30 reps. The work is always the same three things.

1 → 9
Offices
2 → 30
Sales reps
$1.5M → $25M
Revenue
+12 pts
Job margin
5
Depts launched

Three ways in

If you're hiring full-timeThe record For companies, and the recruiters who fill VP Sales, SVP and CRO seats. Eleven years, and what was built in them. See the record → If you own a home services companyRevenue Core™ For owners of home services companies doing $2M to $20M. The system I built, installed in your company: lead to collected cash, every rule written down with a number on it. Starts with a free 30-minute call. See Revenue Core → If you place interim or fractional leadersFractional For firms that place interim and fractional executives. How I engage, and what I bring to your bench. How I engage →

What the job actually is

01

Recruit and staff the field

Sourcing, ad spend, interview process, scorecard, onboarding. Cost per hire and cost per rep still standing at ninety days become managed numbers instead of afterthoughts.

02

Build the machine

A documented sales process, a training curriculum, call scoring, and a manager bench promoted out of the rep seat. Six incentive comp plans written from scratch across five departments.

03

Run it on the numbers

Daily forecast, weekly reconciliation, one page to the owner every morning for five years without missing one. Variance comes down and the forecast starts holding.

Before the field

The Coca-Cola Company
COKE ZERO · SPORTS & ENTERTAINMENT

Co-launched Coke Zero and took it to full national distribution: 100MM cases and $300MM+, with volume up 30 percent or more two years running.

Led sports and entertainment. A $20MM NASCAR program, creating the Coke Zero 400 at Daytona, NCAA March Madness, the first Coke Zero Super Bowl spot, and the Coke Zero partnership for James Cameron's Avatar.

Michael Phelps Swim School
CRO · GLOBAL LICENSING

Built it from a $50K start to $2MM+ in the first year, then to 146 licensed locations across 26 states and 34 countries on six continents. Enterprise deals with Special Olympics, Boys & Girls Clubs of America and LA Fitness.

Four weeks on the ground opening Mumbai. Presented the model to about 250 delegates at the FINA world aquatics convention in Moscow. The full story →

Black & Decker
NATIONAL RETAIL

Grew a $26MM territory 20 percent across 31 Home Depot stores in three states.

Launched a brand concept-to-retail to a record $100MM top line with 12 months of end-cap, plus a pallet program that drove $100MM+. Launched ecommerce on Walmart.com and Amazon, with dot-com revenue up 10x.