Scott W. McMichael
Sales / Marketing
Woodstock,VA
Summary
Dynamic sales professional with a proven track record at Primerica, excelling in goal-oriented strategies and strong negotiation skills. Recognized for driving a 90% revenue increase through effective upselling and cross-selling techniques. Adept at leveraging CRM tools to enhance customer service and foster long-term client relationships.
I sold my sales force of some 4,000 licensed agents in 2003. We collectively were responsible for over $400,000,000. in Mutual fund accounts AUM (Assets Under Management).
Opened up the Northeast Territory for the company in 1981 and grew the sales force into 24 additional states. McMichael National Inc. was listed among the Top106 Life Insurance companies in face amount in the year 1989. (1,678,154,000) In less than 10 years grew the organization from 0 to rank in the top 106 Life Insurance Companies. McMichael National Inc. continued to grow and gain recognition as one of the fastest growing organizations within Primerica.
Additional accomplishments - As co-founder and Chairman of the Board for Providence Christian Academy we grew student enrollment from 20 initially to over 250 in a ten year period. K-12 private Christian Academy. Volunteer - (0 compensation)
At Criswell Auto - Organized, engaged sponsors and donations for a Spring Car Show for the past 3 years. Great turn-out, repeat participants.
Overview
45
45
years of professional experience
1
1
Certification
Work History
Auto Sales Associate
Criswell Automotive
12.2022 - Current
- Assisted customers in identifying vehicle options based on needs and preferences.
- Educated clients on vehicle features, benefits, and financing options.
- Supported inventory management by organizing and displaying vehicles for sale.
- Collaborated with sales team to enhance customer engagement strategies.
- Developed knowledge of automotive products and industry trends through ongoing training.
- Handled customer inquiries and resolved issues promptly to ensure satisfaction.
- Participated in promotional events to attract potential customers to the dealership.
- Streamlined the sales process for efficiency, reducing time spent on administrative tasks.
- Enhanced dealership reputation by delivering exceptional customer service experiences.
- Collaborated with the service department to address any post-sale issues or inquiries from customers.
- Resolved customer concerns promptly, ensuring their overall satisfaction throughout the purchasing process.
- Increased customer satisfaction by providing personalized assistance and tailored vehicle recommendations.
- Mentored new sales associates, sharing expertise on product knowledge and sales strategies.
- Leveraged CRM tools to manage client interactions and follow-ups effectively.
- Maintained up-to-date knowledge of inventory, including features, specifications, and pricing.
- Participated in ongoing training to stay current with industry trends and best practices.
- Utilized digital marketing tools to create targeted advertising campaigns that drove showroom traffic.
- Organized promotional events at the dealership to showcase new models and attract prospective buyers.
- Conducted comprehensive vehicle presentations and test drives for potential buyers.
- Generated new leads through referrals and networking efforts.
- Developed a strong rapport with clients to foster trust and long-term relationships.
- Collaborated with finance department to secure optimal financing options for customers.
- Answered telephone and email inquiries from potential customers.
- Closed sales by overcoming objections, asking for sales, negotiating price, and completing purchase contracts,
- Responded to customer enquiries via telephone and email.
- Followed-up on warm Internet leads and responded to customer questions about vehicle availability, price, and options while fielding inquiries from various marketing websites.
- Demonstrated automobiles by explaining characteristics, capabilities, and features, taking test drives and explaining warranties and services.
- Met customers on lot and in showroom to discuss available vehicles and options.
- Greeted customers on lot and in showroom to answer questions about brand and available inventory.
- Prepared purchased vehicles and completed final delivery checks.
Senior National Sales Director
Primerica
05.1981 - 04.2003
- Led national sales team to exceed revenue targets through strategic planning and execution.
- Developed and implemented training programs to enhance sales skills and product knowledge among representatives.
- Analyzed market trends to identify new business opportunities and adjust sales strategies accordingly.
- Fostered relationships with key clients, enhancing customer satisfaction and loyalty across diverse markets.
- Collaborated with cross-functional teams to align sales initiatives with overall corporate objectives and goals.
- Streamlined sales processes, resulting in improved efficiency and reduced operational costs for the team.
- Conducted performance evaluations, providing feedback and coaching to drive individual success within the team.
- Presented sales forecasts and reports to executive leadership, influencing strategic decision-making for future growth initiatives.
- Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.
- Developed and implemented effective sales strategies and led nationwide sales team members to achieve sales targets.
- Established strong relationships with key clients for long-term business growth and retention.
- Remained responsive to changing targets by preparing monthly, quarterly and annual sales reports and forecasts.
- Directed effective hiring, orientation, training, development and retention of sales staff to maximize team performance.
- Championed the adoption of advanced sales tools and technologies to increase productivity and optimize team performance.
- Demonstrated expertise in product offerings by conducting informative presentations at industry conferences or client meetings.
- Cultivated a positive team culture that fostered collaboration, motivation, and high levels of employee satisfaction.
- Achieved consistent sales growth through effective negotiation skills and persuasive communication techniques.
- Analyzed industry trends and competitor activities to adjust strategies for continued competitiveness in the marketplace.
- Contributed valuable insights during product development phases to ensure alignment with customer needs and expectations.
- Regularly exceeded quarterly sales targets through diligent prospecting and follow-up activities with prospective clients.
- Enhanced customer loyalty by addressing concerns promptly and providing exceptional service throughout the sales process.
- Implemented innovative marketing campaigns that increased brand awareness and generated leads for the sales team.
- Led a high-performing sales team, providing coaching and development to drive individual success.
- Increased sales revenue by developing and implementing strategic sales plans tailored to regional markets.
- Expanded the company''s market presence by identifying and securing new business opportunities.
- Developed comprehensive training programs for new hires, ensuring rapid onboarding and early contributions to team goals.
- Managed team of sales representatives, providing guidance, coaching and support.
- Managed and motivated sales team to increase revenue 90% in 3 years.
- Managed accounts to retain existing relationships and grow share of business.
- Built relationships with customers and community to establish long-term business growth.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Implemented systems and procedures to increase sales.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Prepared sales presentations for clients showing success and credibility of products.
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Developed compelling presentation decks to gain approval for ideas and communicate results.
Education
Associate of Applied Science - Pre Veterinary And Business
Hillsborough Community College
Tampa, FL06-1976
Skills
- Goal oriented
- Strong negotiation
- CRM proficiency
- Upselling strategies
- Cross-selling techniques
- Financial acumen
- Customer service
- Friendly and enthusiastic
- Negotiations strength
Accomplishments
- Collaborated with team of 52 Regional Vice Presidents in the development of becoming a major force in the Buy Term Invest the Difference Crusade.
- Achieved ranked in the top 110 Life Insurance Companies in face amount of overage by continued growth and expansion of the Sales Force and promoting Independent Contractors with many achieving their goals and dreams of becoming Financially Independence.
- Supervised direct staff of 5 members with Home Office Support. Promoting over 50 Regional Vice Presidents that were developed and supervised by the organization.
- This led to many families across America learning to accomplish debt freedom and develop a financial strategy for retirement and to prepare for the financial calamity of premature death.
- Total Sales Force consisted of over 4,000 licensed agents in Life Insurance and over 1500 dully licensed and certified in Securities 6 and 63 by 2003 when we sold our business. This organization has continued to grow and prosper due to developing Independent contractors with an opportunity to accomplish their own Financial Independence through the continued quality products offered through Primerica.
Certification
- Certified Sales, Ford Motors / Chrysler- Dodge - Jeep - Ram (current)
- Licensed Automotive Sales - [2022] state of Virginia
- Maintain Life & Health Insurance Licenses in multiple states
- Maintain Securities licenses (6 and 63) in multiple states
- Financial Counseling - 1979 - current
Top 100 Life Insurance companies in face amount
Total face amount of term life insurance coverage written under (A.L. Williams / Primerica) represented by my sales force of McMichael National Inc $1,678,154,000.
Languages
Spanish
Elementary
Timeline
Auto Sales Associate
Criswell Automotive
12.2022 - Current
Senior National Sales Director
Primerica
05.1981 - 04.2003
Associate of Applied Science - Pre Veterinary And Business
Hillsborough Community College