Tom Whalen

Commander
DISC Type : D

Director of Inside Sales - Extended Care at McKesson

Greater Richmond Region, United States

Overview

Tom Whalen is a B2B sales leader with over 20 years of experience building high-performing teams at Fortune 500 companies like McKesson and Hewlett-Packard. Colleagues describe him as energetic, inspiring, and results-oriented. He is a Six Sigma Green Belt and earned his Bachelors degree in Communications from Kean University.

Outside of his corporate roles, Tom is passionate about mentoring the next generation of sales professionals. He serves as an Adjunct Professor at Virginia Commonwealth University and has authored a childrens book on professional selling. He also leads his team in community volunteering, such as cleaning up the James River in Virginia.

Tom wrote a childrens book, "The ABC Book of Professional Selling, " to explain his B2B sales career to his children in a fun and accessible way.

Personality Overview

Decisive

Impact-Driven

Risk-Taker

They prefer to move quickly, and expect the same from others.  They are less concerned about the product and more about its potential impact. They put a lot of effort into ensuring personal success.

Topics They Care About

Sales Leadership
His entire career, including his most recent role as Director of Inside Sales at McKesson, has focused on building and leading high-performing sales organizations.
Developing Team Culture
He authored a publication titled "How To Create A Winning Culture" and actively organizes team-building events, including community service projects.
Mentoring Sales Talent
Serves as an Adjunct Professor at Virginia Commonwealth University teaching professional selling and has been lauded by former employees as the "best sales manager" they ever had.

Media Appearances

Tom has no verified media appearances

Work History

3-2009
Director of Inside Sales - Extended Care at McKesson
8-2024 - 9-2025
Adjunct Faculty -- Teacher at Virginia Commonwealth University
1-2008 - 11-2008
Director of Insides Sales - Healthcare National Accounts at LEAF Commercial Capital, Inc.
1-2004 - 12-2007
National Sales Manager - Healthcare National Accounts at KeyBank Commercial
2000 - 2004
Inside Sales Manager – SMB North America at Hewlett-Packard Financial Services

Education

9-1989 - 5-1993
Bachelor's degree from Kean University

More Information

Social Presence :

Prographics :

Exp : 32 Location : Greater Richmond Region, United States Job Level : Mid-senior Designation : Director of Inside Sales - Extended Care at McKesson
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Be respectful but crisp
  • Objectively showcase the impact that your product creates

DONT's

  • Do not spend too much time focusing on product tech or features
  • Avoid being too verbose
  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Tom

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • If convinced, they can reach decisions quite fast.
  • Can Tom take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Tom

Personality Compatibility


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