James Corstorphine
Sales Operations | Sales Support
Smyrna,GA
Summary
Sales Operations Leader with 20+ years’ experience driving sales performance and growing sales organizations. Proven track record of continuously optimizing processes, developing high-performing teams, and building lasting relationships. Strategic and analytical thinker with strong EQ and communication skills. Skilled in process design and improvement, strategic planning, forecasting, and customer relationship management (CRM).
Notable achievements include:
- Established direct sales company that hit $1 million revenue in 18 months. Expanded to 13 locations over 7 years with revenue surpassing $28 million.
- Scaled independent sales channel from 69 to 102 partners and added over 460 sales agents through process optimization, KPI reporting, strategic incentives, and accountability measures.
- Awarded AT&T’s Solutions Provider Champion status for 8 consecutive years based on consistent sales growth, customer satisfaction, and acquisition of 1.1 million customers.
Overview
28
28
years of professional experience
Work History
Director of Sales & Product Management
Virtual Pictures
Monument, CO
01.2018 - Current
- Increased sales efficiency by 131%, as measured by a decrease in sales cycle time, by analyzing and optimizing sales processes and implementing CRM workflow automations, a product library, a quote system, and KPI tracking.
- Conceived and launched a complementary hardware solution aligned with the MotorStreet SaaS product, increasing revenue by 309%.
- Solicited customer feedback and collaborated with a cross-functional team to implement UI/UX improvements, resulting in increased customer satisfaction and efficiency using the software.
Immersive Technology Consultant
360 Virtual Solutions
Smyrna, GA
03.2016 - Current
- Designed and implemented efficient and scalable processes for outsourcing 360 photography and production to freelancers, ensuring consistent results for clients.
- Built a diverse portfolio of clients across retail, automotive, VRBO, and real estate industries, including PepsiCo, Amazon, Ft. Lauderdale Concours, and Florida Gulf Coast University.
- Created virtual experiences with over 1.4 million visitors, demonstrating a proven ability to create engaging and immersive content.
National Director, Sales Operations
CYDCOR
Agoura Hills, CA
01.2012 - 02.2016
- Increased sales quality by 112% and customer satisfaction by 132% by studying systems and processes, gathering input from stakeholders, and implementing new strategies.
- Analyzed CRM and Oracle BI data to identify opportunities to improve sales performance, resulting in a 121% increase in sales productivity and a 123% increase in revenue per sale.
- Grew the channel footprint by 148% by conducting market research and discovering unconventional opportunities.
- Negotiated $1.2 million in incentive funds, established compensation plans, and prepared and presented quarterly budgets and forecasts.
- Led and mentored a high-performing operations team of 5 sales support managers and 10 cross-functional team members and facilitated successful client relationships with AT&T at all levels.
- Delivered average annual revenue growth of 115% over 4 years, totaling $206.2 million in gross revenue.
Regional Director, Sales Operations
CYDCOR
Agoura Hills, CA
02.2008 - 01.2012
- Led regional sales operations and exceeded annual sales goals by 117% on average, expanding from 15 to 35 partners.
- Conceived and executed sales enablement strategies that increased revenue per sale by 138%.
- Analyzed raw data, translated into informative reports, dashboards, and scorecards, and created an accountability system that boosted sales effectiveness from 86.5% to 92.8%.
- Spearheaded the development and execution of client engagement strategies, cultivating strong relationships with key stakeholders at the local and state levels.
- Directed and mentored 3 sales support managers, fostering their professional growth and development.
National Sales Support Manager
CYDCOR
Agoura Hills, CA
05.2003 - 02.2008
- Led process optimization initiatives that increased channel productivity by 131%, reduced sales cycle time by 130%, and added $1 million in annual revenue.
- Developed and implemented sales training and sales collateral and analyzed data to generate actionable insights that improved channel performance.
- Launched an expansion channel with 15 partners in 60 days and grew it to 27 partners with $14 million in revenue within 12 months.
- Managed a team of 2 regional sales support managers and a cross-functional support team (payment processing, quality assurance, finance).
Owner
Prime Marketing Group Inc
Ottawa, ON
04.1996 - 05.2003
- Led strategic and operational planning, including defining company policies, procedures, job duty standards, and performance measures. Oversaw sales, marketing, and accounting/finance functions.
- Developed and implemented a systematic training curriculum to develop essential skills and build experience in customer service, sales, sales training, team leadership, business strategy, and operations for all employees.
- Generated over $1 million in revenue in the first 18 months. Expanded internationally in 1999, growing to 13 locations and over 300 sales reps. Achieved average revenue growth of 145%, reaching over $6.1 million by year 7.
Education
Bachelor of Science - Life Sciences
University of Waterloo
Skills
- Data Analysis and Reporting: Microsoft Excel, Oracle Business Intelligence, SQL, Data Visualization, Obviously AI
- Sales Funnel Management: HubSpot, Salesforce, CRM Automation, CPQ, Contract Drafting and Review
- Project Management: Trello, Google Workspace, Microsoft Projects
- Graphic Design: Shapr3D, Adobe Photoshop, Lightroom, and XD
Timeline
Director of Sales & Product Management
Virtual Pictures
01.2018 - Current
Immersive Technology Consultant
360 Virtual Solutions
03.2016 - Current
National Director, Sales Operations
CYDCOR
01.2012 - 02.2016
Regional Director, Sales Operations
CYDCOR
02.2008 - 01.2012
National Sales Support Manager
CYDCOR
05.2003 - 02.2008
Owner
Prime Marketing Group Inc
04.1996 - 05.2003
Bachelor of Science - Life Sciences
University of Waterloo