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Merit Business & Sales Consulting References Everyone has a view and theory on sales and marketing. Consistent success across multiple markets is usually a good indicator of real knowledge and capability. The following independent comments from individuals who
have
worked with Jim may prove useful to you as you consider Merit - "A key objective for any company is revenue growth, the outcome of which lies in the hands of relatively few people - your sales team. Transforming sales performance needs someone with the insight to understand your vision and the practical know-how to deliver on it. Experienced leadership and people skills are the keys to this and Jim Irving is one of the select band of individuals with both qualities. He is an experienced, board level, sales professional who can get to the heart of a challenge almost immediately and he has a long track record of making a real difference where it matters most - the bottom line."
"I first worked with Jim when I was Worldwide SVP at Sequent. Jim ran Scotland and consistently over-achieved while also establishing and developing a number of strategic relationships with major UK organisations. We met up again when Jim worked with me at SGI from 1996 to 2001, initially in a UK Director role and then as Channels & Workstations Director for EMEA. Throughout this time Jim consistently displayed a number of skills. He was able to over-achieve against very aggressive targets, while retaining and motivating a large team. Jim continually developed those who worked for him, improving their value to the company and building their loyalty. Jim was able to effectively manage conflict, build channels (and the underpinning strategy) while also acting as the 'public face' for SGI in EMEA. On a day-to-day basis he succeeded in juggling personal selling at the highest level, strategy, sales management, a disciplined approach to process and marketing. Jim was hard-working, diligent, good on details and a very effective EMEA Executive team member who I often had deputise for me. Most importantly, he achieved his numbers and grew his business (from $85m to nearly $200m pa) in the face of a very challenging market and internal company problems. Jim is able to motivate his staff, manage politics and execute the hard decisions that have to be made. While working with me, Jim was awarded the highest recognition in SGI as the 'Exemplary Leader'. His personal style and experience will fit very well with client requirements in his new endeavour."
"Jim always adds value to any sales situation. He asks the questions that need to be asked and quickly gets down to the fundamentals. What's really great though is that Jim is all about results so he sees things through to the end. I always know with Jim that I'll achieve the outcome I want."
"Jim is a seasoned sales leader with a proven track record of success in multiple channels and business models. His leadership and motivation skills elevated the productivity of his teams resulting in consistently exceeded goals. He is respected by his customers, team, peers, and superiors."
"I worked with Jim for several years at Sequent. He took over our non-performing Scottish operation and was able to transform the results. He carried a large personal quota and through his energy and skills he won business in a number of blue-chip
organisations. More importantly, he was able to create long-term strategic relationships with several of these customers. This was of great benefit to these customers and to Sequent.
"During 9 years at Silicon Graphics (SGI) and as many Sales Managers & Sales Directors, Jim stood out above all others for me. He joined SGI as my Sales Manager in 1996 and rapidly gained an understanding of new markets and was able to add value to the sales process almost immediately. Through constantly changing times, he provided exceptional leadership and motivation and gave great support to his sales team by applying his considerable communication and management skills through the highest levels of the company to instigate change and deliver results. In 1998 he was promoted to UK Director of Marketing and shortly after to a larger EMEA role where he went on to apply his consultative style of management and leadership to the wider benefit of SGI at a European level. Jim is honest, incredibly efficient and a highly motivated professional of the highest integrity, and it was a real pleasure and privilege to work with him."
"Jim is a natural sales leader, able to instantly command attention and respect from both his sales team and prospective clients. He has a relaxed and friendly approach which puts customers at ease and gains their trust. This, coupled with a keen commercial drive, enables him to identify opportunity, develop winning sales arguments and effectively manage the sale process to ensure his team make their numbers."
"During my time at SGI I shared an office with Jim and found him always to be of the highest level of integrity and a great motivator. Although I did not report directly to him, he always found the time to take an interest in what I was
doing and was always a ready sounding board for ideas and strategies. When he became a director, he alone among the senior management took the time and trouble to offer support and counsel during a very stressful redundancy process for me, and simply underlined my opinion of him as a role model."
"Working with Jim in a peer group in the EMEA executive team, it was clear to me that Jim's capability to drive sales business in a tough market was exemplary. His energetic and professional approach to improve sales was a mark of leadership to his team and that developed great loyalty and respect from his direct reports. As EMEA Channel Director, he maximised the opportunity by establishing a clear strategy and with a focused approach brought results to an underperforming sector of the business. A customer focused individual he established relationships at the highest level. A team player and leader, Jim conveys his enthusiastic approach to those around him. His business and technology experience and personal qualities will bring great benefit to his new clients."
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