Mike Zornes
TORONTO,Ontario
Summary
Team centered, growth oriented, natural leader with a passion for developing, coaching, mentoring sales people.
Overview
18
18
years of professional experience
Work History
Membership Advisor
Strategic Coach
08.2020 - Current
- Running a full sales cycle including prospecting (300 calls a week), qualifying, booking appointments, discovery, closing, ongoing relationship building, and generating direct referrals.
- Building out a new onboarding guide to help decrease the time it takes new hires to go from net takers to net contributors
- Running weekly peer-to-peer Deal Navigator workshops attended by members of all 3 international sales teams
- Building and running back to basics skill development workshops (prospecting methodologies, objection handling, closing, referral generation strategy)
Account Executive
SysAid
07.2017 - 11.2019
- Ran complex sales and purchasing cycles including discovery, demos, POCs, RFPs, contract negotiations
- Maintained the 3rd highest sales results globally
- Used value-based selling to understand prospect needs, and consistently move opportunities forward and close new business
- .Successfully developed and implemented new sales tools that increase close rates to over 30%, 5X-average deal size. This included business cases, RFP templates, email templates, pipeline methodology, and ROI matrix.
Team Lead/Small Business Consultant
Rogers Communications EBU
08.2015 - 04.2017
- Hired selling SaaS solutions to small businesses.
- Promoted into Small Business Consultant position ahead of normal ramp-up plan due to sales results.
- Promoted to Team Lead position directly managing a team of 10 due to naturally leading the sales team while overachieving personal quota.
- Enhanced overall team performance by providing regular coaching, feedback, and skill development opportunities. This included sales skills, pipeline development, consultative selling, career path, and business acumen.
- Successfully managed the full sales cycle in several territories nationwide to help increase Rogers market share in small business
Senior Stylist
Garrison Bespoke
04.2014 - 03.2015
- Help the most influential men in the country create a personal brand.
- Responsible for developing new clients, prospecting, and expanding existing, high-value strategic accounts including Sharp Magazine, the TV show Suits, Hannibal, Gregg Zahn of Sports Net
- Mentored junior stylists through hands-on training, fostering professional development, style, good taste, business acumen, hospitality, and enhancing team performance.
Assistant Store Manager
Porsche Design
05.2012 - 04.2014
- Opened Canada’s first Porsche Design Store and helped introduced the brand the Toronto luxury market
- Supervise, recruited, and trained a staff of 10 sales associates over 3 locations including full time, part time and seasonal teams.
- Increased employee retention, training staff in effective customer engagement techniques, hospitality, sales and product knowledge.
Sales Associate/Department Manager
Harry Rosen Menswear
02.2006 - 04.2012
- Achieved monthly sales targets consistently by implementing effective sales strategies and maintaining a high level of product knowledge.
- Collaborated with team members to improve overall department performance, store performance, sharing best practices, and offering support as needed.
- Performed a department turn around going from the most underperforming shoe department in the company to #2 in under 6 months
- Absorbed the foundation culture difference between customer service, and true hospitality
Education
Sales Leadership Master Class
In The Funnel
Toronto 10.2023
Foundations of Adult Learning
Jason Teteak
Online 2023
Signature Program (Completed Year 2)
Strategic Coach
Toronto, ON2023
Professional Sales
In The Funnel
Toronto, ON2022
Bachelor of Arts - Political Science
University of Calagry
Calgary, AB04.2005
Skills
- Sales expertise
- R-Factor/DOS
- Owning the Sales Process
- Training
- Coaching
- Leading
- Influencing People & Outcome
- Curiosity
- Building Culture
- Directing Strategy
Timeline
Membership Advisor
Strategic Coach
08.2020 - Current
Account Executive
SysAid
07.2017 - 11.2019
Team Lead/Small Business Consultant
Rogers Communications EBU
08.2015 - 04.2017
Senior Stylist
Garrison Bespoke
04.2014 - 03.2015
Assistant Store Manager
Porsche Design
05.2012 - 04.2014
Sales Associate/Department Manager
Harry Rosen Menswear
02.2006 - 04.2012
Sales Leadership Master Class
In The Funnel
Foundations of Adult Learning
Jason Teteak
Signature Program (Completed Year 2)
Strategic Coach
Professional Sales
In The Funnel
Bachelor of Arts - Political Science
University of Calagry
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