Richard Etherton

Evaluator
DISC Type : Dcs

Sales Effectiveness and Training Manager at Arjo

Greater Sydney Area, Australia

Overview

Richard Etherton is a sales leader specializing in enhancing team performance within the medical and dental device industries. His expertise covers sales competency training, strategy implementation, process refinement, and CRM management. He has held senior sales roles at Arjo, Bien-Air, and Hills Healthcare.

His career shows a consistent focus on developing and implementing sales strategies on both a local and global scale.

Personality Overview

Quality Focused

Fast But Analytical

Thorough Evaluator

They are not very likely to become strong advocates of your product or service  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

Sales Effectiveness
His current role is dedicated to continuously improving sales team performance through competency training, strategy, and process refinement.
Medical Device Industry
His career history at Arjo, Bien-Air, and Hills Healthcare demonstrates deep experience and focus within the healthcare and medical device sectors.
CRM & Sales Process
A key part of his role involves the management of his company's CRM and the continuous refinement of the sales process to improve performance.

Media Appearances

Richard has no verified media appearances

Work History

4-2015
Sales Effectiveness and Training Manager at Arjo
1-2013 - 12-2014
Sales Manager, Australia & New Zealand at Bien-Air
1-2012 - 12-2012
National Sales Manager at Hills Healthcare
12-2009 - 12-2011
Business Manager at Gunz Dental
12-2009
General Manager at Howard Wright Limited

Education

Education details unavailable from Jannali BHS

More Information

Social Presence :

Prographics :

Exp : 15 Location : Greater Sydney Area, Australia Job Level : Middle Designation : Sales Effectiveness and Training Manager at Arjo
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Richard

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Richard take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Richard

Personality Compatibility


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