Note from the Editor: Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience. Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative in the newly formed Diagnostics Division and helped grow the organization into a multi-billion dollar enterprise. During his career at […]
About Charles Fiaccabrino
Known as "Mr. Roche," Charles Fiaccabrino helped grow Roche Diagnostics from a startup to a multi-billion dollar company. Roche is now a Fortune 200 enterprise with $50B+ in sales. Charles is a seasoned executive of 50+ years who has experience across all topics Sales- and Strategy-related. He also published the Fiaccabrino Selection Process, a powerful methodology for interviewing and screening the "best of the best" sales people.Author Archive | Charles Fiaccabrino
The Crisis in Corporate Strategy (Part 1)
Note from the Editor: Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience. Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative in the newly formed Diagnostics Division and helped grow the organization into a multi-billion dollar enterprise. During his career at […]
Supervisors Do Things Right, Leaders Do the Right Things
Note from the Editor: Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience. Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative in the newly formed Diagnostics Division and helped grow the organization into a multi-billion dollar enterprise. During his career at […]
The Peter Principle in Reverse
Note from the Editor: Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience. Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative in the newly formed Diagnostics Division and helped grow the organization into a multi-billion dollar enterprise. During his career at […]
Sales Strategy Implementation: Why Culture Matters
Note from the Editor: Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience. Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative in the newly formed Diagnostics Division and helped grow the organization into a multi-billion dollar enterprise. During his career at […]
Implementation: Turning Sales Theory into a Reality
Scores of manuscripts, books, periodicals, and assorted publications have been written about Sales and Sales Management–most of which are brilliantly conceived and well intentioned. The reader understands the basis of the information either theoretically, conceptually, and/or, as a practical matter, “gets” its significance. But, something might be missing and that something is: HOW do I do […]
