Richard Ruff

Dr. Ruff has spent the last twenty years designing and managing large-scale sales effectiveness projects for Fortune 1000 companies. These projects have varied in scope from sales training efforts with start up companies to international sales performance engagements with organizations like UPS. The diversity of clients ranges from consulting firms such as The Center for Creative Leadership to medical devices companies, such as Smith & Nephew, Boston Scientific, and conglomerates like Textron.

My primary interest is creating sales performance change. This interest evolved from the demands of our clients. Today the focus of leading edge companies is no longer about putting people through sales training – training isn't the point. It is all about changing the performance of their sales teams.

Dick has authored numerous articles related to sales effectiveness and co-authored with Neil Rackham “Managing Major Sales”, a book about sales management and “Getting Partnering Right” – a research based work on the best practices for forming strategic selling alliances. I also co-authored with Janet Spirer “Parlez-Vous Business” which helps sales people integrate the language of business into the sales process.

Dick's specialty is creating highly customized sales training programs that draw on best practices and leverage face-to-face simulation methodology to maximize sales training effectiveness. He works across industries with a primary focus is in the medical and technology markets.