Northern VA Sales Consulting Firm

Interested in starting your own entrepreneurial journey in business development but unsure what to expect? Then read up on our interview with Bob Greene, CEO of RCG Workgroup, located in Fairfax, VA, USA.

What's your business, and who are your customers?

My company is RCG Workgroup. My team of Workgroup Experts delivers a full suite of business services to help sales organizations achieve growth and success. These include recruiting, sales training, leadership development, strategic marketing, and more. We also provide support in upskilling, sales negotiation, sales collateral development, compensation planning, revenue operations, corporate culture optimization, and DEI implementation.

Tell us about yourself

As a former VP of Sales, I recognized the lack of personalization, individualization, and accountability in the third-party sales training I would contract for my team. This frustration inspired me to create RCG Workgroup, where we deliver meaningful and bespoke content according to adult learning theory. Our approach ensures that each presentation is tailored to an organization's specific needs and customized to how each learner processes information. To provide further value, we employ a comprehensive evaluation process with each training, in accordance with the ADDIE model of instructional design that includes a 30, 60, and 90-day follow-up schedule of accountability, ensuring that what was taught was learned. As I developed deeper relationships with my clients, I discovered that they needed more than just sales training. Over time, I acquired subject matter experts who work with me to deliver their expertise across the entire sales ecosystem.

What's your biggest accomplishment as a business owner?

I worked with a regional credit unit's Community Services sales team to transition them from an inside sales role to an outside sales role. Using empirical metrics to track progress, we were able to achieve remarkable results. Within just nine months, the team's revenue increased from $800K per year to $7 Million, all without any change in headcount or personnel. The SVP of Sales credited our work for this achievement, and we're proud to have helped them succeed.

What's one of the hardest things that comes with being a business owner?

As a business owner, one of my biggest challenges is dealing with unpredictable income and maintaining a robust sales pipeline. I've realized that when I'm focused on delivering services, I don't have the time to dedicate to selling my services effectively. To overcome this challenge, I'm now leveraging outside lead sources such as SEO and advertising to attract prospective clients. By outsourcing the lead generation process, I can focus on delivering quality services to my clients and growing my business.

What are the top tips you'd give to anyone looking to start, run and grow a business today?

Validate your business idea by researching your market and competition.
Differentiate your offering and communicate your unique value proposition.
Be financially prepared with a good credit rating and enough income to cover expenses until your business can sustain itself.

Where can people find you and your business?

Website: https://rcgworkgroup.com/
LinkedIn: https://www.linkedin.com/in/bobgreene10/

If you like what you've read here and have your own story as a solo or small business entrepreneur that you'd like to share, then please answer these interview questions. We'd love to feature your journey on these pages.

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