Steve Orton

Background

About Steve Orton

An innovative Sales Leader who delivers Business Transformation in Turnaround, Exponential Growth and Recovery environments. Transitions Sales behaviours from Product to Proposition focused selling, delivering increased Lifetime value, Margins, and Revenues. Creates ambitious sales cultures through coaching and team empowerment increasing sales performance and operational efficiency. In-depth experience in addressing business needs using Digital Services, including Cloud, SaaS, Security, Managed Services and Telecoms. A demonstrable track record in driving revenues for new Business Ventures and Portfolios. Extensive experience building relationships at CXO level with Customers, Partners, and internal Business units.Sales Transformation and leadership - Transforming the Sales approach from Product to Proposition. Turning a declining order intake trend into 11% YOY growth and delivered the largest ever recorded renewals order intake Quarter.Business Transformation - Fluent in change management bringing about over 3 recent roles a Turnaround from £1M loss into a £4M profit, the Exponential Growth of £385M net new TCV following 3 years of no net new wins and a Business Recovery moving a YTD performance of 30% to deliver 11% YOY growthCustomer Centric - Transformed customer experience by aligning customer and market insight with sales messaging using “Storytelling”. Business outcome selling methodology has underpinned the c10% increase in win ratings and double-digit increase in services and cross portfolio sales across all key roles in the last 10 yearsCost Management - Significant experience in improving operational efficiencies by right sizing organisations. Implemented early governance engagement to reduce toxic contracts, improving customer satisfaction and improve risk mitigation. Aligned pay plans to the sales strategy reducing overall commission spend to market leading levels whilst still retaining and attracting talent.Coaching and Mentoring - A qualified Coach trained in the use of Revenue Storm and Miller Heiman and the named change agent for the deployment of Salesforce within Capita. Launched the TAG, Trainee, Apprentice & Graduate programme, as well as the Fit for the Future initiative to create the next generation of Digital skills within the industryGrowth and Acquisition - Successfully delivered new revenues for new products, propositions for new Business ventures. This includes wins by launching Financial services, Managed Install, Fleet Services, Managed invoicing, IT Transformation, Rebate lock-ins and Innovation Funding.