Gary Walker began his career in information technology sales in 1986 as a Sales Representative for Comshare, Inc. Using his knowledge of human resources and labor relations and his experience as a practitioner, Walker helped his clients select, implement and use Comshare's midrange and microcomputer human resource application software. He was Comshare's number one salesperson in 1987 and 1988. In 1989, he was placed in charge of Comshare's North American human resources field sales organization. During his tenure, Walker's sales organization consistently exceeded its software and services sales targets.
In 1991, Walker moved to Denver and became the Director of Sales for Spectrum Human Resource Systems. In 1992, he reengineered Spectrum's sales organization by implementing and training his sales staff in a defined sales process. While in this position, software revenues increased an average of 48 percent per year, time to first sales for the human resource software sales representatives dropped from 7 months to just under 90 days, and individual sales representative productivity increased 138 percent.
In 1994 he started his own sales process consulting and training company. In July of 1999, Walker made the commitment to merge his own highly successful sales training and consulting practice with Frank Visgatis and John Holland as a Founding Partner of Vision Group. In January 2002 the three partners, along with Michael Bosworth, the original author of the Solution Selling® sales methodology joined together to form CustomerCentric Systems®, LLC and develop the CustomerCentric Selling® sales methodology.
In addition to being a sought after speaker, consultant, instructor and sales coach, he also serves on the advisory board of PinPoint Selling, which designs, sells and supports intelligent sales tools. A graduate of Bryant University in Smithfield, RI, Walker holds an undergraduate degree in Marketing.
PO Box 271048
Littleton, CO 80127-1048
Office: (800) 993-1228 ext. 702