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Profile

Mike is a founder and owner of Pivotal Advisors dedicated to improving Sales Force Effectiveness by consulting with CEO’s and sales leaders on the critical elements required for superior performance. Mike is experienced in designing business, sales, and marketing strategies focused on differentiation, value creation and competitive advantage. Mike works with teams to bring the customer perspective in the areas of sales leadership, sales process design and implementation, training and development, incentive plans, technology and tools.

Recent work includes projects at G&K Services, Thrivent Financial for Lutherans, Land O’ Lakes, CTB McGraw Hill, Digital River, Pearson, MGI Pharma, ProAg Insurance, Williams Sound and Refund Partners.

Previous Experience

Mike has worked extensively in the financial services, technology, education, contractor, and professional service markets. His 20 plus years of experience include senior leadership positions in general management, sales and marketing, and consulting at companies such as Pearson and Organizational Concepts International (OCI), as well as emerging, start-up ventures. He is experienced at the practical and unique challenges of both small business and corporations. His work includes implementing strategic initiatives, selection assessments and executing sales and management fundamentals with a focus on increased performance. He has assisted a variety of organizations in implementing improvements, understanding their unique challenges, and the dynamics present in leading people through the change process.

Education/Affiliations

  • Wharton School of Business, U of Pennsylvania – Executive Development
  • Kellogg, Graduate School of Management, Northwestern University
    • Sales force sizing and structuring
    • Sales incentive plan design
    • Improving sales productivity
  • University of St. Thomas, M.B.A.
  • Dakota State University, B.S., Business Administration
  • ASTD, American Society of Training & Development, past member
  • Manufacturers Alliance, past member
  • Guest Speaker:
    • University of Minnesota
    • MN Quality Council
    • ASTD – MN Chapter
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