Dr Rob Anderson


During the past 20 years Rob has worked in a range of different types of organisation: large global businesses in the UK and Australia; a publicly-listed, Internet start-up; as well as early stage and mature SMEs. In one of the SMEs Rob was integral to the business winning national accolades and prestigious awards for customer service, customer satisfaction and fast growth rate.

Rob has worked in academic research, sales, marketing, business development and customer relationship management, coupled with general management and executive director roles. The early phase of his career was spent in the UK in sales and marketing working with American and European scientific instrument manufacturers. After migrating to Australia, Rob worked in HR consulting with both Australian consulting businesses and an international management consulting firm.

Since 2000 Rob has been building an international consulting and training business focused primarily on providing services to sales leaders and their teams to drive sales performance improvement ...measurably.


Major Customers

Major customers include: Abbott Australasia; Agility Logistics; AIM; Altium; Applied Biosystems; BD; Cabot Microelectronics; Citect; Edwards Lifesciences; Fidelity Investments; FMC Biopolymer; Fugro Spatial Solutions; Given Imaging; Google; IDS Scheer; Keycorp; Immersive Technologies; Lifehealthcare; Logica; Maunsell; Mercer; New Zealand Trade & Enterprise; Prodocom; Quintiles; Revlon; SHL; Siemens; Sybase; Tate & Lyle; Unilever Foodsolutions; Veda; Verathon.


Qualifications & Memberships

  • Bachelor of Science Degree (Hons.), Bristol University, UK
  • Ph.D., Imperial College, London University, UK
  • Cert IV Training & Assessment, Australia
  • Member Australian Institute of Management


(i) Miller Heiman Sales Processes

In the early 90’s, whilst working with an international management consulting firm, Rob was trained on several globally-renowned sales processes developed and marketed by Miller Heiman Inc. Since 2000, Rob has provided training and consulting support on Miller Heiman sales processes to many large multi-national corporations and SMEs.

Rob is an accredited trainer and consultant on several sales processes and the associated training courses including: Strategic Selling, Conceptual Selling, Large Account Management Process (LAMP), Channel Partner Management, Manager Coaching Program and Funnel Scorecard.

He has project managed the rollout of sales processes domestically, internationally and globally. Rob has successfully delivered training courses and implementation workshops to senior executives and sales professionals from over 30 countries. In addition to the USA and UK, he has either trained and/or provided consulting services directly in the following countries:

  • Asia Pacific – Australia, China, Hong Kong, India, Japan, Malaysia, New Zealand, Singapore, South Korea, Taiwan and Thailand. 
  • Middle East – Kuwait, Jordan, Dubai and Bahrain.

For this specific project, Rob designed the global rollout program and project managed the deployment of two flagship Miller Heiman sales processes spanning 800 sales professionals and senior executives from over 35 countries, leading an international team of Miller Heiman trainers and consultants.


(ii) Customer Satisfaction Research
Rob has designed and undertaken several large-scale customer satisfaction research projects. These have involved objective, phone-based and face-to-face interviews on behalf of clients. Research interviews and data collation has spanned Australia, Africa, USA and Canada and South America. Quantitative and qualitative report data provided to clients generally encompasses: customer perceptions of benefits, feedback on satisfaction vs. importance ratings, expectations, loyalty and referral drivers, innovations and actions required.


(iii) Employee Satisfaction
Rob has designed and undertaken several large-scale employee satisfaction research projects in Australia.

(iv) Australian Institute of Management
Rob originally wrote and has regularly delivered the public training course entitled “Building Client Relationships”. In addition, he has custom-designed and delivered sales-related and customer relationship management training courses for AIM. Also, Rob has worked closely with the Organisational Learning Team in AIM NSW and ACT to improve their sales & customer relationship management capabilities. In addition, over the past few years, Rob has undertaken a number of large-scale client satisfaction and research programs across its major accounts.


(v) Facilitation
Rob has facilitated a number of sales-related workshops, usually aligned with training events. In addition, he has facilitated large-scale workshops related to the formation of new Cooperative Research Centres, involving 30-50 senior university academic staff and senior managers from major corporates. He has also facilitated a workshop on the future of R&D in Australia’s wheat industry involving senior members of the Bread Research Institute, the Australian Wheat Board and Grain Research Development Corporation.

(vi) Active Research
Rob is currently researching and developing a number of innovative sales performance improvement processes, diagnostic tools and training courses to help sales organisations maximise the ROI from training interventions.


(vii) Publications
Over the years Rob has had many articles and papers published in a range of media including: business magazines and journals, newspapers and the scientific literature.