Company Info for suffolk.edu | IcebreakerMembers
At my core, I am a teacher.
Son of a math teacher, my Dad has taught in public schools for over 50 years! Even in his retirement he still teaches at a local community college.
But when it came time for me to go to college he strongly discouraged me from going into teaching because it was difficult to raise a family as a teacher. I saw his struggles and understood.
So I went into business. But in every role I found myself gravitating towards helping, mentoring, leading, training - Teaching.
I started my career with the Walt Disney Company, the company credited with inventing customer service. There I learned the art & science of providing outstanding customer service. But when it came time for me to raise a family it was important for us to be closer to extended family and we moved back to Boston.
Eventually I landed with the phone company. After weeks of interviews and batteries of tests I still remember the call from the HR representative, “Rob, we’d like to offer you the role of customer service representative. But please know, there is a sales quota with this role.”
Ugh. I swallowed hard and took the job. But up to this point I had the same (mis)perception about sales that many people still have today: Sales is EVIL! Sales is yucky. If Sales didn’t screw up somewhere we wouldn’t NEED customer service!
I have since come to learn I could not have been more wrong. Eventually I became a highly successful sales representative – bonuses, prizes, Presidents Club trips and all that.
But my true nature is helping, mentoring, guiding. While I could help one customer at a time as a sales rep, I saw my impact scale as I helped others do the same. Eventually I transitioned into sales leadership, sales training, sales operations, and what is now known as Sales Enablement.
At one point in my career I had an opportunity to teach in public high schools - and loved every minute of it. My Dad was right - it was difficult to raise a family as a teacher, but we got by somehow.
But when the start-up world reached out to me and said, “Rob, we want you to help our sales team get from point A to point Z. Not only do we not have the roads built, we haven’t drawn the map!” I jumped at the chance.
Now the Institute of Sales Professionals has invited me to join a mission I couldn't resist: To elevate the profession of Sales. The mission, grounded in the 3 C’s - Content, Certification, and Community - not only builds the skills of today’s salespeople but shapes the future of Sales itself. My work with the ISP brings me full circle, back to helping. By teaching. 
