Let’s face it, selling and managing are people skills. And while selling is only a small part of our toolkit, the traits recognizable within a successful sales person are the ones we possess ourselves. First – we’ve all been successful sales people, managers and GMs. That’s a PAA must-have. It’s hard to gain credibility from a room full of seasoned sales people without experience of our own. Secondly, we chose to be in the people development business and we genuinely care about each other, our families, our clients and partners. There’s no better way to gain trust other than demonstrating genuine care. We show we care by having the courage to be critical. Clients often don’t like hearing what we have to say, but they’re thankful we do. Thirdly, PAA people are nimble innovators. We will adapt and create solutions to meet your needs. Finally, we’re thinkers. Just like you, we closely monitor environmental threats and opportunities to see how we can respond profitably. We make it our business to know these things about your company as well.
So how does one go from robotics engineering to sales management? “I admit, it’s a leap” jokes PAA President Rob Herbst, who does his fair share of leaping as an outgoing mountain sport enthusiast as well.
Rob founded PAA Ltd in 1990 following a tremendously successful tenure in sales with Xerox Canada. Sensing a competitive opportunity to break into the sales training market with something different, Rob truly found his niche and passion with the formation of PAA Ltd.
“I’ve facilitated hundreds of sessions, but enjoy building on each individual, group and company’s energy ”, he says, referring to PAA’s industry reputation for customized training. “When I enter a room of professionals, responsible for selling their company’s product, I feel an immediate sense of urgency, responsibility and enthusiasm. I know we’re going to make some important discoveries together.”
Bruce Wagner has been PAA Ltd’s senior associate, but like Rob, he’s arrived here via his own unique journey.
Bruce Wagner is a senior associate with PAA Ltd. With over 20 years of senior sales experience, he knows of what he speaks. “It’s the entire experience that has brought me to a point today where I feel I have something of value to share.” An awarded sales executive wherever he’s landed, Bruce chalks up his success partially to his commitment to life balance. “The family time and personal pursuits must be woven into our work lives – otherwise we risk losing the passion which fuels us to be high performance people.”
Join PAA’s “Sales Manager’s Forum” to ask questions and share stories now.