I was with Emery Air Freight when I started looking for a process that would produce targeted performance change around the world in that organization. I went to a workshop held at the U. of Michigan that talked about using Applied Behavior Analysis to change human behavior in schools, mental institutions and prisons. The lights went on for me. I saw that all organizations should change and maintain human performance they targeted using a behavioral approach. Some employees hold that working in their organization is similar to working in a mental institution or prison.

When I returned to my office, I suggested that Emery Air Freight set up a new department that would measurably improve performance throughout the company using these techniques. Every performance we aimed the programs at measurably improved. What was so rewarding was that they improved quickly, often in the first hour. When I left there in 1973, Emery had become the most profitable company on the New York Stock Exchange.

Business Week ran several articles on the program, which drew wide interest. Later, they asked me to appear in a featured role with Professor B. F. Skinner in a film called Business, Behaviorism and the Bottom Line. His peers voted Professor Skinner the most influential psychologist in the world. He is the originator of the basic underpinnings of the behavioral approach.

I left Emery in 1973 to set up Feeney Assoc., a management-consulting firm. Twenty minutes after starting, the Senior Vice President of a major airline phoned to ask me to improve performance among a thousand airline reservation agents. For over twenty years, we measurably improved performance in all types of companies and departments using the behavioral approach. For example, I wrote a sales training and coaching program that the forerunners of Fed Ex Ground used for 25 years.

The experts in my field were kind enough to give me a Lifetime Achievement Award for my work in applying these programs in organizations.

• To our knowledge, no one has done more field research on what sales people do right or wrong.
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  The training is based on scientific learning principles.
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  No program has a more effective sales management coaching techniques or training.

Sales managers are taught how to conduct a joint sales call, review it and reinforce and improve the sales representatives performance.

Sales managers usually rave about the sales training and the sales managers program.