ABOUT THE AUTHOR
PAUL DECOSTER
Paul DeCoster boasts a 15-year tenure working alongside an impressive range of businesses, from eminent Fortune 100 firms to struggling startups. His expertise lies in bolstering the Sales function across diverse industries, with a track record focused on driving revenue growth and championing cost optimization. One consistent observation across his experiences: the inherent challenges within Sales Operations and his hands-on experience resolving them paved the way for this book.
Designed as a reference for novices and seasoned professionals, this book offers pragmatic methodologies and ready-to-use templates to enhance any sales organization’s prowess. Over the years, Paul has collaborated with notable industry leaders and spearheaded transformational projects, resulting in significant growth trajectories. It’s worth noting some of Paul’s contributions that have made waves in the industry. Some of Paul’s most notable achievements include:
- Re-designing a $2B life sciences company’s go-to-market, including a new global account program, to increase revenue to over $3B (~25% CAGR) in just three years
- Cutting the costs of a large utility by 20% and re-organizing customers to align the top sellers against top accounts to maintain year-over-year revenue
- Spinning off a software division of a Fortune 50 company as a separate entity
- Building the sales operations function from the ground up of a $50M advertising agency
- Brought a well-known retail brand back into revenue growth after a prolonged period of decline through role and incentive re-design
