Sales & Sales Management/Expert Profile

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"You can't train your way out of a bad hire." I focus on first answering questions around how to best recruit the proper person for the proper sales position. Once you are sure you have the right person on board I can answer questions on how best to train, motivate, retain and promote them into leadership roles. I can also help answer questions on prospecting, setting agendas for sales calls, questioning techniques and closing.

Experience in the area

Since 1995 I have been a certified instructor, starting in the Air Force and transitioning to the public sector in 1997. Since 1997 I have been in sales, sales management and/or sales training in fields as diverse as financial services to high tech.


Temecula, Irvine and Murrieta Chambers of Commerce. Temecula Rotary. BNI.


The Valley Business Journal,


Graduated from the United States Air Force Academy in 1992 and Texas A&M in 1993. I held securities licenses (6, 7, 63 & 65), insurance licenses (life and P&C) and real estate.

Awards and Honors

Many President's Circle awards.

Past/Present Clients

Dell, Money Mailer, Bear Designz, WestCap Securities (to name a few current clients)

What do you like about this subject?

The human interaction and ability to persuade another to your way of thinking.

What do you still hope to achieve/learn in this field?

More about social media marketing.

Something interesting about this subject that others may not know:

The job of the salesperson is to prospect continuously and disqualify prospects that don't fit your criteria.

Something controversial or provocative about this subject

We're all in sales. Life is a game of chess and negotiation.

Average Ratings

Recent Reviews from Users

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    K = Knowledgeability    C = Clarity of Response    P = Politeness
colin10/25/101010Very unique to-the-point style, and very knowledgeable .....
Helen01/02/10101010Thank you for your time and advice .....
Amy11/21/09101010This was extremely helpful thank you!
sagar04/29/09thank u so much
sagar04/29/09sure i will definately take ur inputs .....

Recent Answers from Wes Schaeffer

2014-06-30 Leads with no contact name:

Dave,  My apologies for missing this question. I don't login to AllExpert much.    It's pretty easy to get the information you need quickly.   <ul>   <li>Read the "About Us" or "Meet the Team" and make

2014-03-24 need some help:

Hi, Russ,  Congratulations. Sometimes having too many choices is no fun, huh? But my Dad always tells me that decisions will usually become obvious after prayer and contemplation.    Remember that money

2011-12-02 Team leaders questions:

Olga,  The questions you are asking could take three books and a year to answer. In every business there are three main activities that must happen as it pertains to sales.  1) The business owner must

2010-10-22 Starting a corporate sales force for a hardware store:

Rita,    In a nutshell: hire slow, fire fast.     You MUST perform some type of psychometric testing to see what makes each sales person tick. The beautiful thing about salespeople is that we all know

2010-08-01 degree:

Yes, but I do not consider anyone with a degree in marketing to know what the hell they are doing until they have entered the corporate world and created and implemented a campaign that actually sold something


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