Roger's experience includes behind the scenes sales activities such as estimating, program management, proposal development and management of afore mentioned departments.
After several years in management Roger was appointed to a sales position responsible for the two largest accounts for his company. Not long after the appointment, his company hired Lushin and Associates, a Sandler Sales Institute in Indianapolis, to train the company's sales force and upper management.
Roger soon realized that being a Sandler trained sales professional was different from anything he ever experienced. Selling, for Roger was now an honorable profession, steeped in challenge, honesty, courage, and simple truths. He readily admits "Sandler changed my life".
His background as a semi-professional soccer coach and his passion for helping people led him to open the Sandler Sales Institute in Beavercreek Ohio.
Other experience and accomplishments include:
- Director of Engineering
- Account management including web based forecasting, negotiations, needs analysis, ramp readiness plans, product development road maps.
- Development of Knowledge Management System - Employee Performance Support System (EPSS)
- Lead implementation of ISO 9001
- Created Information Products Department - Operation and maintenance and training manuals using Criterion Referenced Instruction and Performance Based Equipment Training techniques.
- Chair of Technical Advisory Board for GCE Technologies
- Advisor to University of Dayton Center for Competitive Change
- Author of various articles in Ohio Manufacturer and Robotics World
- Advisor to Preston Smith on his book - Proactive Risk Management
- Advisor and speaker at 2001 International Sales and Marketing summit for Unigraphics Solid Edge Division
- Developed curriculum for State of Ohio approved mechanical design apprenticeship program
"It seemed like our industry had changed...prices had risen dramatically, sales were tougher, and I was having a lower closing rate. I felt like I needed to improve what I was doing. Now every week Sandler is keeping me focused...it gets down to the real issues involved in sales. Other sales training I've been in dealt more with trying to put the best spin, the best polish on your proposal - features and benefits - that kind of thing. And the truth of the matter is that people really aren't that interested in what we as salespeople have to say. Sandler is a reality check. It gets us away from being sales-oriented to just providing what the customer wants."
Randy Watkins, Owner Watkins Mechanical Services