"I wanted to seem more like a consultant than a sales person. Sales Concepts designed a strategy, just for me, to do that."
I'm actually not a sales person, but I founded the company, so I have to sell. I was looking for a way to do it that didn't make me feel like a sales person. I wanted to seem more like a consultant. Al designed a strategy, just for me, to do that. Al's a very matter-of-fact guy. He'll always bring you back to reality and tell you the way it is. Some people don't like to hear the way it is. If you don't like that, working with Al might be difficult. But frankly I've always liked that. I'd rather cut to the chase and deal with a realistic appraisal of where I'm at. Of course, he and Keith work with our sales team, too. I encourage the sales staff to attend a class at least every other week and to use the phone coaching more frequently. I make sure they don't just go through The Right Track course and think 'that's it, now I know everything.' I make sure they keep reinforcing everything they learn. We started with Sales Concepts in 2003 and we've experienced 40 percent annual revenue growth every year since.
Tim Opsitnick, Founder, General Counsel
JurInnov, Ltd.
www.jurinnov.com
Since 2000
20 employees