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Company: DHL, Plantation, Florida
Company Description: Founded in 1969, DHL is the global market leader of the international express and logistics industry, offering expertise in express, air and ocean freight, overland transport, contract logistic solutions and international mail services. At DHL, our mission is to provide the most flexible, personable and enjoyable experience in the shipping industry for our customers.
Nomination Category: Best Individual Performance
Nomination Sub Category: Sales Training Manager of the Year
Nomination Title: Andrew Pickens, Project Training Manager, DHL Express
How many people are in your organization's entire sales department?
1,200
What were your organization's sales during the eligibility period? If this figure is confidential, simply enter "Confidential" in this space:
Confidential
Describe the nominee's top 3 accomplishments during the eligibility period (up to 100 words):
1) CRET - Drew managed the College Recruitment Express Training (CRET) for new
college graduates. This included handling recruitment and implementing a
training program focusing on sales skills, understanding buying modes and
behavior, gathering customer needs, handling objections and closing new
business.
2) Sales Simulation - Drew worked with Nova Southeastern University and
designed a sales simulation course for all CRET participants that is
administered by a Nova Marketing Professor. Participants have the opportunity
to role-play a sales person, demonstrate the skills acquired during training
and potentially win the business.
3) Increased Participation - The success of the new CRET program and Drew’s
efforts has resulted in higher levels of executive participation, endorsement
and sponsorship.
List the nominee's top 3 lessons learned during the eligibility period (up to 100 words):
1) A different approach is required when training participants with no prior
sales experience. The program was most effective when participants were
exposed to selling skills and processes early on. Also, it was beneficial to
practice new skills on a daily basis.
2) Flexibility to change the pace of learning is paramount. A set agenda
isn’t always the right solution and trainers should be ready to respond to the
areas participants are thriving at, and spend more time addressing those where
they’re struggling.
3) Keeping certain portions of the training unknown helped because
participants were most engaged when there was a feeling of unexpectedness in
the day. Spontaneous customer calls and visits kept participants on their
toes.
Briefly describe the qualities that distinguish the nominee from other Sales Training Managers (up to 100 words):
Drew leads by example and consistently demonstrates the skills he preaches. He
constantly looks for new ideas from his team and is averse to doing something
just because it’s been done that way for years. Instead, Drew takes a creative
approach and challenges his team to develop new and improved processes. He is
not afraid to try something and fail, but is eager to get up, get back to the
drawing board and start over again.
Provide a brief biography of the nominee (up to 100 words):
A graduate of Wright University, Drew joined DHL Express in 1987and spent the
first 14 years in Field and Airline operations. After a short time in Field
Operations management and the Sales Department, Drew moved into Sales
Training. Early on in his new role, Drew assisted with the deployment of a
new Sales Force Automation tool, and took the initiative to produce multiple
video training platforms to support classroom learning programs.
In 2005, Drew was promoted to Project Training Manager where he works with new
and existing sales professionals, including Telesales and Telemarketing, to
develop their skills and careers.
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