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Education Session

Sales Supercharging: Finding and Onboarding Sales Talent
Friday, June 16, 2017 11:00AM - 12:00PM
Nowhere is onboarding more important than in sales. Hiring new sales personnel should be a robust process that arms them to ramp up quickly and start contributing to the success of your organization. Choosing the right candidate and rewarding them with a compensation plan that is aligned with the goals and mission of the company is paramount in attracting the right players. In this session, you’ll learn:
• How to determine the right candidate to hire for your company with tips on where to find them
• How to develop an incentive and compensation plan that motivates
• Best practices for onboarding sales talent
• When to let go of underperformers
Paul Boucherle photo
Paul Boucherle
Matterhorn Consulting. LLC
Paul C. Boucherle CPP- Certified Protection Professional and CSC - Certified Sherpa Coach has more than thirty-eight years of diverse security and safety industry experience in sales, operations and management. Corporate experience for 21 years at a Fortune 100 company managing an $85m business unit before the entrepreneurial spirit emerged and he founded two successful companies since 1997. Matterhorn Consulting works with the entire low voltage system integration industry eco system including manufacturers, distributors, system integrators, security dealers and the end users that buy their solutions. His broader perspective provides unique insights that guide his clients to greater success.
As a corporate consultant and executive coach, Boucherle’s exceptional track record of business improvement is based on his philosophy of total enterprise engagement for positive change. He is able to identify and diagnose sales and company growth impediments that go beyond marketing. Boucherle works with companies to refine their organizational vision, structure, processes, product lines, sourcing, sales channels, and market position, as well as the soft skills of organizational development.
Being a Marive veteran Paul has launched an initiative to identify, recruit, place and train military veterans with for our industry.
Jerry Coy photo
Jerry Coy
Bates Security
Jerry Coy joined the Bates Security team in 2008 as a residential sales consultant. Since then, he has devoted his job duties to building the residential and small commercial team and in 2012, was promoted to Residential Sales Manager. Jerry has experience in the security industry after serving as General Manager of Kentucky Alarm Services, which was acquired by Bates Security in 2015. Jerry is a graduate of Transylvania University in Lexington, KY and is a veteran who served his country for six years. He is an active member of the Home Builder's Association and Commerce Lexington.
Lou Sepulveda photo
Lou Sepulveda
Lou Sepulveda Consulting
Lou Sepulveda is a Certified Protection Professional (C.P.P.) certified by the American Society for Industrial Security (ASIS) Washington, DC. Certification # 2441, and has
over 40 years of experience in the security alarm field. Lou owned his own successful security alarm sales, installation and U.L. monitoring business, as well as a full service security guard and patrol company, located in New Orleans.


1990 Vice President of Sales and Dealer Development for ITI, now Interlogics Security.
1995 ADT Security Services as Director of Sales and Dealer Development.
1999 Senior Vice President Business/Dealer Development for ADT and Tyco
2003 Senior Vice President of Dealer Development Security Associates International (SAI).
2008, Lou Sepulveda Consulting.

2010 General Manager USA Fire & Burglar
2012 VP/GM ASG Security.

Lou is a published author. His books, directed exclusively to the security alarm business, have been widely distributed.

• "The Formula for Selling Alarm Systems", spent several months as the number one selling (non-text book) book for Butterworth-Heinemann Publishing Co.
• “Surviving in the Security Alarm Business” published by Butterworth-Heinemann Publishing,
• “Managing to Sell” Published by Wheat-Mark Publications
• Gerencia de Ventas Effectiva. By Wheat-Mark Publications
• “Selling Security Systems Like A Pro,”
• “How to Manage A Security Sales Organization.”

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