CASE STUDY: A Fateful Meeting for an Expert Salesman

BY: Joe Crisara

A Fateful Meeting For Sales Expert

Rick Picard walked curiously into the company’s sales meeting. His company had hired a consultant to help sales reps increase their revenues. A top performer and no stranger to seven-figure annual sales, Picard was not required to go. But he went anyway. After the meeting, Picard knew his life was going to change.

A Webster, MA, native, Picard began his career doing plumbing repairs and installations after he completed trade school. Picard worked hard to support his wife, Monika, and their four daughters, Ashley, Austin, Gabrielle and Kaitlin. The family moved to Coventry, RI more than 10 years ago.

In 2003, he had the opportunity to join Lincoln, RI,-based Gem Plumbing & Heating’s residential service team.

For six years, Picard has been a successful sales manager at Gem. From 2003 to 2005, Picard estimates that he was selling as much as $2 million annually, which is more than three times the industry average. Continue reading “CASE STUDY: A Fateful Meeting for an Expert Salesman”