Success Story

Wright LineEarly in his sales training career Bob used his strategic Territorial Development and Management training program to rescue a large high-tech company called Wright Line, which is still in business today on Gold Star Boulevard in Worcester. They were unprofitable for 7 consecutive quarters before they hired him to train their salesforce on territorial development and management skills and solution selling techniques. He quickly trained and equipped more than 100 territorial salespeople and managers on these invaluable skills and sales revenues immediately began to soar. The company soon became profitable again and today Wright Line is owned and operated by Eaton Corporation, a Fortune 1000 Company. This success story is well documented in letters of recommendation from company executives and other sources. To demonstrate the high positive impact this training has on territorial salespeople please read a testimonial from the New York Area Manager, Joe Kammers, who sent Bob this email after one of the training session:  

"Dear Bob,

I just completed a few days of calls with the sales reps and you would be proud to hear of their progress. Our days are filled with activity and conversations that is a notch or two above our previous level of performance. Your program on Time and Territory Management is the reason we are at the higher level. Thanks for the help and assistance in motivating the reps. I have been to a lot of seminars, conducted some, and even formulated a couple. Yours is tops! Your style, delivery, and content made the program. They came back fired up and ready to hit the streets in a planned and organized manner. They attacked their territory in a better way, concentrating on the high potential accounts that will yield the best returns. Keep up the good work!!!! When we see the increase in our commission checks, we will think of your program and the help it gave us."

This training will improve the way territorial salespeople sell for the rest of their working lives. During their life-time, this training could be worth thousands, maybe even millions of dollars! Your salespeople will be empowered to maximize time and effort with accounts in their territories that have the greatest real sales potential for their products and services. Also, by eliminating 'high opportunity cost activities' and implementing effective control and management techniques such as:  better qualification and classification techniques, call cycles and better planning in their territory salespeople will also help reduce sky-rocketing selling costs. 

You will not find this kind of strategic training from any other Sales Training company. It's a combination of Bob's extensive research and successful experience as a territorial salesperson, sales training manager and marketing executive. Combined with his lengthy professional teaching career of Biology and Biotechnology in Massachusetts high schools he specializes in 'interactive hands-on teaching' of scientific and technical topics to diverse audiences. In a varied career, Bob was also a territorial salesperson and sales trainer for almost 20 years in the high-tech industry in Massachusetts.   


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21st Century Selling Skills Learn how to maximize time and effort with accounts in your territory that have the greatest sales potential for your products