Wes Schaeffer

Executive Profile
No-Excuses-Accepted Sales Leader  General Manager  Channel Manager  Director of Training  Startup Ventures…Turnarounds…Leading Organizations

•    ”Phil Jackson” leader who leverages 21+ years of world experience to deliver repeat championships.
•    Ruthless attention to detail drives excellence from all members of organization.
•    Creates Velcro-Tight cohesion and Assembly-Line productivity with Pioneer Work Ethic.
•    Zig Ziglar presenter. “Bi-lingual” right/left brain communicator. Parable-Telling, Results-Producing trainer.
•    ”Mind-Reading” selector and motivator of top-performing sales talent.
•    ”Donald Trump” negotiator who creates up-front contracts to DIS-qualify time-wasting prospects.

PROFESSIONAL EXPERIENCE

THE SALES WHISPERER®, Murrieta, CA  04/07 – 06/08, 11/08 – Present
Sales / Marketing Consulting, Training, Coaching

Owner (Sales and Marketing Consultant, Trainer, Coach)
Life Saver for businesses suffering from long sales cycles, expensive recruiting processes, high turnover, ineffective training programs, rambling, clanging marketing messages and lack of delivery and tracking tools. Certified Marketing and Automation Coach with Infusionsoft. DISC/PIAV Certification (pending).
SPI-Certified & SFDC-Certified Instructor for Dell

• Awarded one of two national, 7-week training contracts by Dell in June 2007 ($362,000) for 5 instructors.
  • #1 and #2 trainers out of 25+ as rated by 3,000 Dell sales personnel.
  • Contract renewed for Q4/07 and Q1/08 ($147,000).
• Developed 84-page/40+ hour audio new hire training package for Biz Calling Cards, Inc.
  • Slashed processing errors for new reps 47%. Time to process new reps reduced 50%+.
  • Ballooned new reps by 35%+ (58 reps) and closed 23 new retail accounts (72% increase).

EGENERA, Murrieta, CA  06/08 – 11/08
Computer Hardware and Software Manufacturer

Regional Sales / Channel Manager
Hardware, software and professional services sales for 3-state region leveraging ISRs, SEs and channel partners to attract business from larger, better-funded incumbents. 50% RIF due to economic downturn.

CLEARCUBE TECHNOLOGY, INC., Austin, TX/Murrieta, CA  3/04 – 04/07
Computer Hardware and Software Manufacturer

Regional Sales / Channel Manager
Trail-blazing revenue-generator of computer hardware, software and professional services for 5 to 13-state region leveraging ISRs, SEs and 12 channel partners to LIBERATE business from larger, (lazier), better-funded incumbents. Led and coordinated all sales, marketing and channel enablement programs of bleeding-edge PC Blade solution into key verticals. Developed a standardized corporate sales and evaluation methodology, which led to an 80% attach rate of professional services and a 90% conversion rate of all evaluations.

• President’s Club 2004, 2006.
• Delivered 300% revenue growth over three years – $5,600,000 in revenue.
• Top cumulative gross sales and gross margin during 3-year tenure in Western Region (#1 of 12).
• Sold THOUSANDS of systems to dozens of new accounts by recruiting and training key channel partners and earning their trust through regular correspondence and profitable lead generation. Specialized in healthcare and city/county agencies.

NETTEST, INC., Austin, TX  2/00 – 3/04
Telecom Test, Measurement and Monitoring Equipment Manufacturer

Regional Sales / Channel Manager
Marshalled sales across 15-state, $10.6M region with 18 reps calling on global broadband and telecom providers such as Sprint, AT&T, and SBC for SONET, VoIP, DWDM, and GigE test systems and services. Recruited and trained the largest CATV VAR in the nation – 300% increase in CATV sales the following 12 months!

• Entrusted with 848% larger quota during a 65% reduction in force despite being youngest on the team.
• President’s Club 2000 & 2003.

OAKWOOD HOMES, Mobile, AL & Corinth, MS  11/97 – 02/00
Mobile Home Manufacturer, Retailer and Financing
General Manager
IGNITED underperforming team of 21 (6 sales, 2 service, 2 admin, 3 setup teams) to profitability in only three months from a $63,000/month deficit! Total P&L Responsibility for $1,000,000+ retail center.

• Fired poor sales reps & hired motivated producers.
• Attracted new vendors to create a more competitive supplier environment. Streamlined accounting to track and rate vendors. Negotiated new advertising and vendor contracts. Saved the company over $36,000. Cost of recurring service contracts reduced 22% in 3 months!
• Top 1% (#26 of 2000+) reps in first year – promoted to GM in 18 months vs. 36 months.

UNITED STATES AIR FORCE, S. Korea / CA / UAE / MS  5/92 – 10/97

Supervisor of Weather Officer Training
Leader of 9-person weather officer training team. Successfully doubled training capacity to 66 students. Finance officer for 110-person unit, $6M of capital equipment, for training 2,200 students annually.

• “Officer Instructor of the Year for 1996” – #1 out of 14.
• “Distinguished Graduate” from Basic Instructor Course – #1 out of 16.

Wing Weather Officer
Commander of 17-person unit prone to short-notice deployments in support of no-fly zone over Iraq. Rectified training shortfalls; unit readiness brought to 100% from 67% in under two months.

EDUCATION

B.S. – Meteorology, Texas A&M University, 1993
B.S. – Geography/General Engineering, U.S. Air Force Academy, 1992 – Recruited as linebacker

TRAINING

• “Effective Negotiation” – Chester Karrass
• “New School Selling” – Steve Clark
• “More Effective Sales Management” – Steve Clark
• “Prospecting To Fill The Pipeline” – Steve Clark
• “How to Write More Powerfully and Clearly” – Jeff Sexton
• “Magical Worlds of Marketing” – Roy H. Williams
• “Selling By Personality Types” – Dr Richard D. “Nick” Grant
• “Wizards of Web” – Jeffrey and Bryan Eisenberg
• “Executive Presentation Skills” – Communispond
• “Newsroom Confidential” (PR Development Course) – Dean Rotbart
• “Accelerated Branding” – David Freeman