30 Years Experience
Hi, I’m Arthur Schwartz, executive business coach, award-winning sales trainer, coach and long-time mentor. After 35 years of training and coaching professionals in sales, communications, presentations and watching people grow into their absolute best selves, I am excited to reveal my secrets… not only how to creating a successful sales team, but also to keep your momentum going (and growing) in your business world.
Arthur embarked on his first sales journey successfully selling Life and Health insurance over 35 years ago. During his tenure early on, he developed a passion for helping others achieve their goals. This led him to sell Dale Carnegie training in San Diego with a team of sales professionals. During that time he and his team grew the fastest growing territory internationally spanning over 60 countries. He left that organization the top sales person in the country. Arthur began to develop an appreciation for technology solutions that enable companies to streamline their sales and marketing operations. After some research, Arthur’s became a Value Added Reseller for a Proposal and RFP Solution provider. Within a short period, he became “Rookie of The Year’ for the Sant Corporation selling technology enablement solutions. He expanded his technology solutions selling practice to include “hands-on” sales coaching. Proven and consistent results are not easy for many sales coaches to produce, but with nearly 35 years in sales and hundreds upon hundreds of personal experiences from which to draw, Arthur makes closing a deal look like child’s play.
Recently, research was conducted on Best Practices in Sales Coaching Across the Workforce. This study was sponsored by Training Industry, Inc. and Richardson. The research focused on how organizations across industries are supporting sales coaching. The emphasis was on leadership alignment, communication plans, and metrics in sales strategy. In Q4 of 2015, 266 companies completed a confidential survey reporting their companies use of coaching programs in support of sales personnel. Below is one of the key findings:
What makes an effective sales coach:
- Top – performing sales rep
- Sales Manager/Leader
- Professional coach
Arthur fits the bill in all three categories. He has been a top – performing sales rep in three sales organizations. He has managed top – performing sales teams in three organizations, two of which are publicly traded companies. And he has led revenue producing sales initiatives across two of those organizations. His Professional coaching background goes back 30 plus years including coaching CEOs and former CEOs of multi-million dollar companies.
The coaching Arthur offers maximizes results and sustained growth through the use of unique “live coaching” options, technology-enabled support systems, and ROI tools.
Arthur has provided over 2,000 hours of coaching for CEOs/Chairs at Vistage Worldwide, the world’s leading business advisory and executive coaching organization.
The coaching and training Arthur offers have benefited hundreds of professionals in corporate environments as well as entrepreneurs, seasoned leaders and ascending millennials in the U.S. and globally.
Arthur is a Professional Certified Coach (P.C.C), credentialed through the International Coach Federation (ICF) and serves as founding Board member of the San Diego chapter of ICF. He is a certified Enhanced Practitioner of Conversational Intelligence (C-IQ). Arthur is also a practitioner of “Coaching with ROI”, a system designed to demonstrate quantitative and qualitative value to individuals and companies enrolled in coaching contracts or projects.
Arthur received his first formal training in 1985 with the Dale Carnegie where he became a five-course trainer in sales, sales management, effective human relations, public speaking, presentation skills, and leadership. He also has set up robust sales training and sales management programs for two publicly traded companies. Both of these enterprises had a sales workforce of over 150 sales people. He then went on to develop and deliver training programs on effective presentation skills using video coaching as the prime modality. This two-day program was delivered to over 300 participants with overwhelming success. He also continues to conduct training globally for start-ups to Fortune 50 companies.
What’s different today in managing a Sale force of the 21st century? Technology has leveled the playing field. Social Selling enables sales people today to communicate with their prospects and customers through LinkedIn, Facebook, and Twitter. Relationships are forged through enabling customers to build trust and make decisions without directly having contact with a sales person till they are ready.
With a track record of managing high performing sales teams in three previous companies. Arthur understands what it takes to motivate and enable a sales team with the right tools and resources to differentiate themselves from the competition.
Arthur’s approach to helping companies make money is both innovative and revolutionary. As one former client, Greg Wells of Five Point Capital put it, “Unlike many coaches who give you the answers before knowing the issues; Arthur took the time to listen to literally hundreds of calls and spend hours with each sales representative to better understand our challenges and then develop specific success plans.” His methods aren’t the only things that are revolutionary, so are his results. During his time with Five Point Capital, Arthur improved the company’s conversion to funded ratio by 5%, which increased revenue by 10%. In fact, several of the businesses that Arthur has coached at have experienced more sales immediately following his advice than at any other point during the fiscal year.
Arthur’s leadership, expertise, and vision were instrumental in the development and on-going management of AMN Healthcare’s sales operations and training programs for the company’s $750M revenue generating 250+ person sales division. When asked about Arthur’s contributions to the company, a member of AMN’s management staff commented that Arthur “…is a truly remarkable person who’s efforts with AMN’s sales teams has significantly improved individual and organizational performance. His robust knowledge of the health care industry, best sales practices, and organizational development principals are rare to find and were instrumental to the development and success of AMNs’ sales operations. Specifically, he oversaw the gap analysis of [AMN’s] complex sales cycle and managed a training team through the course design and ongoing delivery of a performance based on-boarding program.” Thanks to his efforts, new hire productivity ramp-up experienced significant acceleration, and AMN Healthcare earned $12M in incremental revenue within a 12 month period.
Now, you and your team have the chance to learn from one of the best. Arthur’s presentation training will show sales professionals with any level of sales experience how to find, win, and keep customers through the art of the presentation. You’ll learn Arthur’s time-tested and front-line proven sales tactics that will turn your sales team into the well oiled, results producing machine that you know it can be.
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