Founder of PAGI and Principal of Sandler Sales Institute
Ken Smith is recognized nationally as a sales force development expert, specializing in executive sales management consulting and sales productivity training. Ken is an authentic, enthusiastic speaker who can inform as well as entertain and motivate Presidents, CEO's, other Senior Managers and Sales Professionals. By focusing on buyer's and seller's attitudes and behaviors, not just techniques, Ken's clients are able to achieve their full potential.
Ken began his sales career the hard way, selling books door-to-door for the Southwestern Company. He was also a #1 Account Executive for NCR Corporation selling software and computer hardware in the late '70s and early '80s. He joined CBSI in 1982 and quickly became the company's top Sales Executive and held that distinction until taking the position of Director of Sales in 1987. In this position Ken immediately revamped the sales organization, growing the sales force while implementing and developing the company's first comprehensive sales training program. Through this ongoing training program, combined with creative marketing strategies, Ken consistently increased the company's new system sales 50 to 100 percent annually. Through this experience, he recognized that most everyone has enormous potential that can go untapped, and as a leader, mentor and coach for the sales executives in his organization, Ken believes that his greatest accomplishment was helping others achieve their professional goals.
"The experience at CBSI was a reality check for me," Ken says, "the challenge was unbelievable. But I realized that if my sales team employed a selling system and followed it, success followed. Also, salespeople can only get to a certain level of their potential, without on-going reinforcement training and stronger management. Fortunately, I was able to provide both in this position."
Ken founded PAGI to inspire others to achieve the success they deserve. Today PAGI works with individuals and growing companies who are committed to achieving high levels of performance. They offer a proven training program - the Sandler Selling System - which Personal Selling Power magazine has called, "The best kept secret in sales training". Additionally, Ken's organization provides the nationally acclaimed Strategic Management program for leadership and management excellence. PAGI, through Ken's leadership, is committed to helping their clients recognize their vision by providing them with the training, support and on-going coaching that is necessary to help them achieve their highest potential.
Ken is a graduate of East Carolina University where he received a B.A. in Psychology. He also holds an M.B.A, with a concentration in Marketing.
The Sandler Selling System has made a very positive impact on changing the culture of my district sales force as well as our customers. They helped me customize a curriculum that was perfect for our industry in driving change.
Mike Miles District Manager LENNOX Industries