Right Hemisphere
Company: Right Hemisphere, San Ramon, CA
Entry Submitted By: Visualize-Inc.
Company Description:Right Hemisphere is the recognized standard for Visual Enterprise Solutions that enable manufacturing companies around the world to unify, synchronize and deliver visual product and business information to optimize their global product development, launch and support processes.
Nomination Category: Sales Team Categories
Nomination Sub Category: Global Sales Team of the Year
Nomination Title: Right Hemisphere
Tell the story about what this nominated team achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
How does a company follow a year of unprecedented achievements and financial
performance?; How can a company continue on a strong trajectory of growth?
These were the questions Right Hemisphere faced in late 2008 and 2009.;;
A key concern in this timeframe was keeping up the momentum while avoiding the
growing pains that often accompany adding new members to a sales team.;
In the last 18 months Right Hemisphere has tripled the size of its sales force.
;Such an influx of new talent often requires scheduling ramp-up time for these
new team members and ramp up time often slows productivity and impacts results
Right Hemisphere was able to avoid that lost productivity by having proven
processes in place that help the company maintain its momentum.; Right
Hemisphere provides its sales reps the ValueSelling methodology, enabling the
team to accurately uncover critical customer business issues and challenges.
This training also assists the reps in linking Right Hemisphere’s solution to
customer problems while discovering and articulating the business and personal
value of working with Right Hemisphere.
Further, the sales team provides delivery of presentations that compel their
clients to act.
While the new sales reps hit the ground running, the company’s existing sales
reps increased their performance with Right Hemisphere realizing more revenue
per ramped sales rep than ever before. The sales team pulled in several marquee
customers including Boeing, Northrop Grumman, Nike, Bell Helicopter, Saab
Aerospace and Caterpillar to name a few.
The company is definitely not suffering from growing pains, but instead growing
profits.
Right Hemisphere has grown the business every quarter for 4 of the last 5
quarters.; In fact the quarter ending September 2008 represented a record number
of bookings and averaged 200% year over year growth and the last quarter ending
September 2009 was the second best quarter in company history.
Customers are also recognizing the performance of the Right Hemisphere sales
team.; Gulfstream recently named Right Hemisphere vendor of the year for its
sales team and post sales team implementation.
Right Hemisphere’s success has not gone unnoticed by its behemoth competitors in
the market. These competitors are spreading misinformation about Right
Hemisphere in order to try to gain an advantage.; However, Right Hemisphere
remains a step ahead, holding a contest for its sales reps to develop talking
points using the principles of ValueSelling to reinforce its strength in the
market and to derail the misinformation.; The best material was selected and is
currently being used company-wide to combat
competitor FUD factor.
And if that was not enough achievement for the year, the sales team also helped
the company debut its first annual Customer Leadership Summit.; The Summit
provided a forum for leading Right Hemisphere customers to collaborate and to
contribute to the company’s vision and product roadmap.; Participants in the
summit included customers from Fortune 500 manufacturing companies and
non-manufacturing companies who are building their businesses on top of the
Right Hemisphere platform.
The Summit helped drive additional business and developed outstanding references
for the company.
List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
http://www.righthemisphere.com/_base/static/img/press_release/9_22dec2008.pdf
http://www.righthemisphere.com/_base/static/img/press_release/7_090220_righthemispherenz.pdf
;
Provide a brief (up to 100 words) biography about the leader(s) of the nominated team:
Todd Caponi leads the direct sales organization at Right Hemisphere. Prior to
that Todd owned and operated a sales training organization in Chicago. He's a
noted trainer, speaker and consultant in the areas of sales force enablement,
prospecting, forecasting and major account management. He joined Right
Hemisphere in January of 2006, tasked with establishing sales and enablement
processes for the sales organization. Todd was promoted to Right Hemisphere’s
vice president of worldwide sales in December
2008 and won the 2008 Stevie Award for Worldwide VP of Sales of the Year.