About Jim
This was the most difficult section of the website to write since my underlying philosophy when hiring, training, coaching, selling and consulting is that it’s about you, not about me. But I want to provide the basics of who I am in order to establish my credibility, my subject matter expertise and, most importantly, to explain why I love to do what I do.
In many cases, this is where a consultant will lay out their lofty credentials. High level titles they’ve held at huge companies, international experience, a veritable alphabet of degrees and certifications after their names.
And that’s all great stuff and highly commendable. It requires tons of work and dedication and should be given all the respect that it rightly deserves.
But, here’s a question: why do you want someone who’s spent all that time in a C-suite, another country or a classroom try to help you understand and connect with the people you have on the front lines and in the trenches?
The answer is, you don’t.
And that’s exactly what makes Culture Sells special. I’ll provide the ideas, solutions and approaches that will have a direct and positive effect on your field sales teams, elevate your sales results and improve your company’s bottom line.
And when Sales wins, everyone wins!
So, let’s see how “Who I Am” translates into “What’s In It For You”.
Who I Am
What's In It For You
A recruiting pro who has hired close to two hundred sales people with a tremendously high success rate. I excel at finding the right person and right combination of people for sales teams.
I can teach you to solve the mystery of identifying the right people for your sales force. I can show you how to court your preferred candidates and how to keep from alienating any of the non-chosen candidates who may be of interest to you for other or future opportunities.
A true educator at heart who loves seeing employees grow and excel in their jobs and into future positions. Helping people gain a deeper understanding of their world is one of my most intense motivators.
If your people aren’t growing, they’re dying. I can tell you whether or not your current training and development programs are meeting this need or if you’re just throwing away good money. Together we can improve what you’re doing in this critical area.
The son of an award-winning, all-star, consummate sales professional, my Dad, who both intentionally and unconsciously helped me to gain a deep understanding of what makes high-quality field salespeople tick and where their shortcomings lie.
I can help you see things through the eyes of your sales teams. What motivates and energizes them, and what beats them down or distracts them. Most importantly, I can show you how to use this knowledge to enhance the sales performance and overall job satisfaction of your people.
An 18-year veteran of leading sales teams. I’ve built them from scratch, inherited teams and taken over teams merged from two separate groups. I’ve expanded teams, contracted teams and severed teams. I’ve seen just about every performance and personnel issue you can imagine and I’ve had senior management tell me which of my people were superstars and who needed to go (and they weren’t always right).
I’ve been there and done that, and to paraphrase a popular insurance company commercial, “I know a lot because I’ve seen a lot”. There’s a very high likelihood that whatever challenges you’re currently experiencing with your sales teams, they are ones that I’ve already encountered and overcome in the past. I can help you to do the same.
A first-line sales leader who has spent over a thousand days in the field with representatives observing and participating in the conversations they have with prospects and customers. This is where the rubber meets the road and where your best-laid plans and strategies come face-to-face with reality.
I’ve seen firsthand how company decisions, policies and programs impact the morale of sales teams and their ability to best do their jobs. And, how all of that trickles down to the customer and affects sales results. I can assist you in correcting existing problems and proactively identifying potential future causes of disruption.