A smarter way to sales performance and leadership
Richard Conde, Ph.D.
Sales Professor, Researcher, and Inside Sales Geek
Our services are divided into four major categories: Process enhancement, recruiting and hiring best practices, lead generation/sales conversion and leadership development. We start with an organizational in-depth root cause analysis to identify the best approach that has the greatest impact on your team’s performance. We don’t believe in a one size fit approach or emphasizing a specific solution. We’ll help you develop a customized plan for your unique position. We thrive on helping inside sales organizations maximize overall performance.
With you in Mind
Our approach is simple. We believe that science and data need to meet practical application. For example, through proven research methods, we developed pre-hire recruiting scales that are specific to an inside sales agent’s complex job responsibilities. Our ability to correlate years of experience leading mid to large inside sales organizations with multiple years of inside sales research gives us a unique perspective into your organization and its needs. We have applied our approach to different industries, customer segments, and business models.
Although you can tell a lot about a business or service by looking at its website, the best way to see what they can do is by looking through their customer’s eyes and seeing what they’ve accomplished.
- Performance Optimization
- Innovative Culture
- Leadership Development
- Smarter Operations
“Best ROI of any consultant we engaged in 2020”
SaaS Company, Chief Revenue Officer
Sales Vice President
Senior Vice President
“Where science and data meet practical application”
- Increased sales revenue from ~$65 million to >$100 million in 3 years with a fewer inside sales agent
- Decreased annual inside sales agent turnover from mid 60% to 28%
- In 3 years, increased employee satisfaction from 3.6 to 4.6 based on Gallup Survey.
- Utilized algorithms to maximize sales conversion
- Created employee experience roadmap from the interview process to first-year work anniversary
Known for being one of the few academics in the world who researches inside sales exclusively. As AA-ISP’s Chief Researcher, Richard has provided insights on inside sales agent motivation, performance drivers, compensation designs, and inside sales top challenges. Overall research focuses on how an inside sales manager balances controlled and autonomous motivation to drive performance and maximize inside sales agent retention.
Many individuals who assist organizations loosely throw the words “research” and “study” around to validate their product or service offerings. Our background allows us to provide organizations an independent perspective of how potential options truly impact their business.
We utilize data and encourage companies to maximize experiments to test their ideas, approaches, and concepts in a controlled atmosphere. Decisions are based on facts, actual customer results, and on sound methods that can be generalized.