About Me

I've been in business for over 40 years.

During that time, I've sold professionally, led sales teams, trained salespeople, coached effectiveness, and grown businesses I owned. My sales education came through hands-on experience and formal training with Xerox Selling Systems, Dale Carnegie Training, Sandler Selling System, and Challenger Sales.

I didn't just learn these systems.

I sold with them.

I trained others to use them.

And I was accountable for the results.

Over time, I noticed a pattern that never went away.

Sales training worked — until pressure showed up.

Reps left training confident and aligned. Early behavior improved. Then quotas tightened, time compressed, and rejection accumulated. Under pressure, people didn't rise to their training — they reverted to their strongest habit.

Not because they didn't care.

Not because the methodology was wrong.

But because training alone doesn't create permanent behavior change.

As an International Sales Manager, and later as a business owner, I saw how costly this drift was. Coaching arrived too late. Feedback came after the deal. Performance varied when it mattered most.

That's when a paradox became clear to me:

The moment salespeople need training the most
is the moment they can access it the least.

So my focus shifted.

I stopped asking how to train better and started asking how to make the right behavior automatic — even under pressure. Because hope isn't a strategy, motivation isn't a system, and delayed feedback is expensive.

What I learned was simple:

when behavior becomes habit, results become predictable.

If permanent habit change could be created, a meaningful lift in sales performance would follow — not through hype or heroics, but through structure, visibility, and timely reinforcement.

That thinking is what led to The Revenue Factory.

It reflects how I've always worked: measure what matters, reinforce execution before drift occurs, and coach while the moment is still alive.

Because sales performance doesn't change in hindsight.

It changes in execution.

It changes when it matters.