Vavricka Associates is an outgrowth of Trailer Vavricka, Inc. which, from 1992 on, pioneered the sales operating fitness upgrade approach for improving sales performance, results, and predictability. Working within live sales production environments, TVI refined its workshops for sales forces to determine and own their best-practices process foundation, and continue to rapidly improve it as a team. 

Over the same period TVI also invented, developed, and tested three generations of prototype Opportunity Management systems that provided properly designed process/pipeline management functionality as needed by the realities of how selling/buying actually happens, and salesforces operate. Its software algorithms measure the 'realtime' operating performance of each individual's pipeline(s), at each level of the sales force, and provided graphical feedback charts of current pipeline flow status, %full with shortfall/surplus projection against quota targets, and trending each person's actual "leading indicator" performance metrics over time. 

Arming everyone with regular early warning feedback intelligence equipped them with an unprecedented level of operating capability to proactively manage pipelines and proactively improve their sales performance. 

Gartner Group reviewed and recommended TVI's Sales Naviguide system prototype and performance upgrade consulting services to its clients. Two detailed case studies of our client implemen- tations were published, one in the book Operational Performance Measurement by business effectiveness and quality management authority Will Kaydos. 

In 1998, TVI joined with software developer SalesWare, Inc., to produce the 3rd generation system as a commercial product called Process Manager / Performance Vital Signs. GoldMine Software (now FrontRange Solutions) purchased it in 2000 to integrate into their Customer Relationship Management (CRM) system Front Office™. 

Joe Vavricka's biography highlights his role as co-founder of TVI, prior background in selling/ delivering Miller Heiman sales methodology across many industries, and his sales and management experience in manufacturing/distribution information systems for Hewlett Packard and IBM.

Mr. Vavricka provides specialized consulting in the area of sales operating performance management and improvement. Joe has over 25 years of experience in business-to-business complex sales and process management. In his current company, Vavricka Associates, he helps clients to:

He conducts live work sessions and ongoing consulting services that effectively guide the client's initiative to upgrade overall sales operating fitness and performance levels. Joe has been continually refining them since 1991 to engender the greatest understanding, respect and ownership by the sales people and management team. 

Joe co-founded Trailer Vavricka, Inc. in 1993 with Barry Trailer, as a sales consulting company that specialized in sales process, sales operating performance measurement, and sales effectiveness improvement. The sole focus of TVI's work was to help clients achieve measurable, sustainable, and continuously increasing revenue-per-person productivity and predictability. 

As the heart of TVI's effort, Joe personally authored, designed, and tested three generations of sales automation system for sales process/pipeline management. Joe developed the system to enable a salesforce to proactively manage/improve its ongoing revenue production performance and forecast predictability. 

In 1998 TVI engaged with SalesWare, Inc., a software development company, in a formal joint venture to build and bring to market a commercial grade version of TVI's process / pipeline manage- ment application.

 In 2000, the GoldMine Software company (now FrontRange Solutions, Inc.) acquired the 3rd generation software (Sales Process Management / Vital Signs) to integrate it into the GoldMine Front

Office CRM product line. As an Executive VP of GoldMine, Joe worked on integrating its strategic  product development schedule with the company's business processes and department planning.

It was in 1992, prior to TVI, that Joe started Sales Navigation Systems, Inc. and began inventing the first prototype generation of the software called Sales Naviguide.

From 1987-1992, Joe was independently affiliated with Miller-Heiman, Inc., a strategic selling and large account management methodology  training group. Joe sold accounts, coached client management teams, and facilitated MHI methodology trainings across client sales organizations to increase selling productivity. 

He also began consulting with clients to develop process and forecast management frameworks that would help their salesforces operate more effectively with their new MHI methods. Over the five years with MHI Joe gained industry experience in: Computer Automation Systems; Application Software Solutions; Quality Management; Business Operations & Processing services; Telecommunications; PC/IC Fab; Instrumentation; Process Control; Insurance; Hospitality/Hotels, Automotive; Chemicals; Corporate Jets; Government Defense Systems; Components; Health Care/HMO; Pharmaceuticals; Hospital Equipment & Systems; and Facilities Management.

Prior to Miller-Heiman, Joe held a variety of sales and sales management positions at Hewlett Packard's Information Systems & Networks Group (1978-87), and IBM's Data Processing Division's Large Account/Systems Group (1975-78), specializing in manufacturing and distribution applications throughout the Quality Management revolution. 

Joe holds an Honors Degree in Psychology from Princeton University, and contributed a year of international service playing and coaching basketball in Spain. A recognized authority on sales process and performance improvement methodology, Joe has been a frequent speaker at Sales Force Automation conferences and trade shows.