pat Sherlock

After more than 25 years in the financial industry, I know first-hand that the two biggest challenges for managers are: (1) selecting the right sales and management talent and (2) accelerating the time to becoming productive. For me, the process was time-consuming, difficult and far from fool-proof. I thought: There has to be an easier way.

In the early 1990's, I started QFS with the purpose of improving the selection and development process by creating a structured, systematic and scientific approach to these sales challenges.

First, we researched the behaviors and personality characteristics of top sales producers across the nation. In 2001, we published the key findings in Reaching the Top of Your Game, a best-seller that analyzes the sales techniques and work habits of the top producers. Then, we partnered with leading industrial psychologists to develop a pre-hire sales assessment tailored for the financial industry that is predictive and accurate. In 2008, we added a pre-hire integrity assessment to identify candidates who are at high risk for character issues.

We also expanded our offerings to include development assessments that help sales reps and managers improve performance by identifying what behaviors are holding them back and customizing individual action plans to improve results.

As the industry continues to evolve, I am committed to providing products and programs designed to improve sales performance.

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