Kelly Wenzel received a Stevie® Award for Best Executive in a Computer Software/Services firm (up to 2,500 Employees) in the 2008 Stevie Awards for Women in Business.

What book are you currently reading?
I’m currently engrossed in Eclipse (The Twilight Saga, Book 3), by Stephenie Meyer.

What was the last movie you saw, and would you recommend it?
This weekend I saw Quantum of Solace and really enjoyed it, especially the interaction between Bond and M. It was interesting to delve beyond the surface of that relationship.

What is your favorite sport or hobby?
I grew up in a very athletic household, with all of us playing different sports every season, so this one is tough to answer. I played soccer for eight years, so that would probably top my list!  People often remember where they were on historic occasions: I remember where I was when the US Women’s team won the World Cup in ’99. It was an awesome match, and the impact was even more exciting, as it helped increase the popularity of the sport here in the United States. Today, however, I’m a budding yoga-phile.  

Who is your favorite historical figure?
There is no one I admire and respect more than my father.  He instilled in me a real of work ethic.  He was a guidance counselor who dedicated thirty years of his life to counseling inner-city kids. As a lifelong athlete and coach, he introduced me to team sports, which played a huge role in our household and helped me develop a sense of teamwork, competition, and discipline in my work life. And watching how he contributed to the lives of people less well off than we were made a lasting impact on me. 

Who is your favorite living person?
In addition to my father, I would have to say my first career mentor, whom I'm still in touch with nearly sixteen years later. She took me under her wing when I was just starting out—it was the best on-the-job training possible. It really impressed upon me how priceless a mentor can be. I hope I can have the same impact on the people with whom I work.

If you could choose another profession, what would it be?
Author.

What do you think is the worst bad habit to have at work?
Lack of focus kills results and productivity. Distraction is Enemy Number One.

What quality or qualities do you most value in your business associates?
Authenticity and perseverance. I gravitate to people who say what they mean and do what they say. I surround myself with employees who have a “make it happen” attitude. I believe you can accomplish miracles with a good idea, the right attitude, and lots of elbow grease.

Is there anything you’d like to improve about your own work practices?
As a very goal-oriented, results-driven person, I find it a challenge to remember that things don’t always happen when and how you want them to. Invariably, the finished product—no matter what it is—always seems to take longer than it feels like it should, so I’m trying to cultivate more patience.

As someone at the top of your profession, what keeps you inspired or makes you hit the ground running in the morning?
I grew up with a mother whose mantra was: “Kelly Elizabeth, you can do anything you set your mind to!”  I feel like those words are ingrained in my brain and color everything I do. Failure is not an option. I have very high expectations of myself and of everyone around me. That’s what I draw on when the days are long and the to-do list is even longer!

What do you consider has been your greatest achievement in business?
The Stevie Award for Best Executive certainly tops the list! But seriously, I’m proud of my ability to consistently build winning teams. There is real magic in the ability to develop a strategy and then empower your people to deliver results.

What advice or useful tip would you give to someone who is just starting out in business?
If you’re starting a new venture, surround yourself with people who are better than you are. Give them an outcome to work toward, guidance, and direction as needed. Otherwise, get out of the way.  If you’ve built a good team, they don’t need hand-holding or hovering. Resist the urge to micro-manage. You have better things to do with your time!

If you’re just starting out in your career, go the extra mile. Anticipate the task that hasn’t been assigned yet. Think McDonald’s: They don’t just sell you a burger, they’re trained to ask, “Would you like fries with that?”  Don’t settle for doing only what you’re asked, think about what comes next and be proactive. You’ll be making your boss’s job easier, which will get you noticed!

About Kelly Wenzel
As Chief Marketing Officer, Kelly is responsible for driving Tideway’s marketing strategy and overseeing product marketing, strategic alliances, and marketing communications activities. Previously, she led the marketing efforts at DataSynapse, one of the fastest-growing software firms as recognized by Inc. Magazine. As Vice President of Marketing and later Chief Marketing Officer, Kelly was instrumental in establishing DataSynapse as the de facto leader in the emerging grid and virtualization market. Kelly devised, managed, and executed the company’s go-to-market strategy and was responsible for the creation of an impressive lead-generation infrastructure to fuel the company’s aggressive growth.

Prior to her role at DataSynapse, Kelly served as Vice President of Marketing at Prescient, which delivered award-winning supply chain planning solutions for consumer products companies. Earlier in her career Kelly was Vice President of Marketing at Optum, Inc. In these roles, Kelly was responsible for managing all aspects of promoting the company’s brand, products, and services. Before joining Optum, Kelly held marketing positions at Metasys and InfoSystems. Kelly holds a bachelor’s degree in journalism and communications from the University of South Carolina.

About Tideway
Tideway helps get data center projects done—on time and on budget. Tideway Foundation™ software continuously maps application relationships to physical and virtual infrastructure, including the dependencies between them. This single, automated view of application topology takes the cost and risk out of data-center migration, consolidation, and virtualization projects, accelerating ROI. Clients include Dresdner Kleinwort, ING, Linklaters, Mizuho Bank, and Wachovia. For more information, or to download the free, community edition of Tideway Foundation, visit www.tideway.com.

David Szen, Vice President of National Training and Development at Florida-based Valpak, received a Stevie® Award for Sales Education Leader of the Year in the 2007 Stevie Awards for Sales & Customer Service.  He is also a member of the Board of Distinguished Judges & Advisors for the 2008 Awards.

David Szen’s Stevie Award recognized how he had successfully ensured that Valpak continues to build on its position as one of the leading direct marketing companies in North America.  Here we look at how he achieved that.

David was recently named Vice President of National Sales & Training where he will now lead Valpak’s National Sales team. With a total of 18 years of experience in account management, sales training and development, and direct selling, he will further leverage that background in sales education, national accounts and coaching sales performance.

Before that, David led Valpak’s award-winning training department where he was responsible for educating and preparing the nearly 1,200 sales reps in the Valpak network.

Not by the Book
David isn’t a textbook sales education leader. He is a street-smart leader who spends time in the field with Valpak clients to better understand and deliver their wants and needs.

David embraces the necessity to upgrade sales reps’ skills.  With helpful tools such as quarterly CDs sent out to 800 sales reps and leadership classes for sales managers, David consistently sets the pace for sales excellence. Valpak provides various programs to assist the reps in different stages of their careers and to help them reach the next level of success. David was responsible for setting the strategic selling process for the company and overseeing the curriculum for all major training events.   

David implemented a number of additional programs, including:

- A two-day training module to help sales representatives build client retention rates.  By the end of 2007, 180 reps had taken the class and data showed a marked improvements in related metrics. 

- A series of interviews and videotapes of Valpak clients.  The questioning model provides sales reps with a clear outline to reference when they are talking to prospective clients.  Data from these interviews is utilized throughout the training curriculum. David has also implemented online training tools to make these resources easily accessible by remote Valpak sales offices.

The work experience of Valpak sales representatives ranges from entry level to over thirty years at the company.  David crafts messages and programs that are appealing and meaningful for all.

Szen Philosophy
When asked what he feels are at the top of the list of most important things to remember in sales education, David Szen cites:

• Years of experience do not equal superior sales skills.  Top reps often inherit business simply because they outlast other salespeople.

• Input and endorsement throughout a franchised company is necessary to maintain a consistent message throughout the organization.  Advisory boards and focus groups aid in accomplishing this goal.

• Sales managers are the key to an organization’s growth.  Providing communications channels, such as online tools and scheduled meetings three or four times a year, can do wonders to maintain a consistent message throughout the organization.

About David Szen:
David joined Valpak in July of 2003 as Director of Sales Training & Development. He was promoted to Vice President of Sales Training & Development in 2006, and to Vice President of National Sales & Training in 2008. He is responsible for bringing a more consistent and strategic process to selling Valpak in a very competitive marketplace, and overseeing the curriculum for all major training events.   David and his training team have been responsible for creating numerous sales rep training and leadership development programs. He has also contributed to a broad range of publications, blogs, audiocasts, and Webcasts.

David has a degree in Business Administration/Marketing from The University of Buffalo.

About Valpak:
Valpak is one of the leading direct marketing companies in North America.  Headquartered in Largo, Florida, Valpak delivers savings to nearly 46 million households each month throughout the United States and Canada. In 2008, Valpak will distribute some 20 billion offers inserted in more than 521 million envelopes.  In addition, Valpak.com®, an online site for local savings, has about 20 million offer views each month.  

Blogs, or web logs, are all the rage these days. Each month in this space we'll point you to several blogs that we think might be of interest to you.

Politico : Suffering from withdrawal from the U.S. elections? Let this news site--and it's link to multiple blogs--provide a political fix.
Marketwatch : News and information on worldwide markets from The Wall Street Journal Digital Network.
The Glass Hammer : Stevie Award-winning online community created for women executives in financial services, law and business. A site that wants to help you thrive, not just survive..
White Whine : Check out complaints #268 and #313. Feel free to add your own!