DHL

1,200

Confidential

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. 

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. 

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. 

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.