Member of the Week for January 24, 2022
Jim Pancero

About Jim Pancero, CSP, CPAE

Jim Pancero, CSP, CPAE has been a sales and sales leadership speaker, trainer and consultant for 40 years helping services, distribution and equipment manufacturers to increase their competitive advantage as well as strengthen their sales leadership skills. You can learn more about Jim’s background at www.pancero.com. He also has over 400 video clips on YouTube (www.youtube.com/2sellmore/videos). Jim has been a senior faculty member of the University of Innovative Distribution’s annual March conference for the last 15 years (https://www.univid.org). During these COVID-impacted times Jim has continued posting three videos a week. You can review all recently posted virus-related videos at https://pancero.com/virus.

Jim joined NSA in 1981 and has been an active volunteer on a national level ever since. He has been Chair of Voices of Experience, Convention Co-Chair, Workshop chair, Chair of the CPAE Council, National board member, 1997-1998 National Treasurer, Chair of the NSA Foundation’s Disaster Relief and currently serves as the Chair of our NSA Foundation Board of Trustees.

Jim joined NSA-North Texas in 2011 when he moved to Dallas. He has served as NSA-NT Academy Co-Chair and Co-Chair of our NSA-NT Speaker’s Forum.

What audiences you speak for?

Jim shares his sales and sales leadership processes and structures with companies and associations involved in distribution, services and equipment sales. 90% of his clients have used him more than once.

What led you to this career?

Jim has spent his life in sales and sales leadership. He sold all through college and graduate school. Upon graduation he joined the IBM Corporation’s Data Processing Division selling their largest computer systems. After being recognized in their top 5% of their national sales force Jim left to start his own sales training company.

What’s one professional skill you’re currently working on?

Studying and talking about how the latest members of a sales team – Generation Z – sells and interacts with management.

What’s your go-to productivity trick?

Pushing myself to work on the next most important thing…and not getting distracted!

Who has influenced you most when it comes to how you approach your work?

I’ve had dozens of mentors who have impacted my selling and speaking skills. This is the value of NSA (and NSA-NT)…all of the professional speakers who have impacted me I met through NSA.

What’s a mistake you made early on in your career, and what did you learn from it?

My greatest mistake was not getting involved in mastermind groups soon enough and getting more help from my peers.

What’s a work-related accomplishment that you’re really proud of?

Two – As a speaker being awarded the Council of Peers Award For Excellence Speaker Hall of Fame. As a sales trainer I had the opportunity to train over 4,000 John Deere agricultural dealer salespeople, sales managers and parts & service managers. My materials were also been licensed for use by John Deere Australia.

What being a member of NSA-NT means to you?

I’m proud to be an NSA-NT member…one of the strongest chapters within NSA! NSA-NT has become my second family in Dallas. I’ve formed several important personal friendships and also enjoy helping newer speakers grow their business. NSA-NT and our programming has helped me grow my business.

Something personal you want us to know- can be about family, a vacation, a favorite food- anything you care to share.

Outside of my work my most important personal interest is my photography (nature photography – www.photos.pancero.com and Special Olympics photography – www.special.pancero.com). I take over 10,000 photos a year…want to see them?