Edilaine Frioli Rocha

Languages Spoken: English & Portuguese

Edilaine Frioli Rocha holds an MBA in Business Administration from the Getúlio Vargas Foundation and brings over 30 years of experience with Caterpillar.

She worked in Parts Operations, specifically in Inventory Management and Dealers Orders. Edilaine is a Certified 6Sigma Black Belt and excelled in roles as a parts and sales representative for Brazil, Paraguay, and Uruguay dealers.

Additionally, she contributed as a Business Consultant for Parts Pricing Projects and played pivotal roles in the Marketing and Sales Excellence Program, along with the Implementation of Retail Transformation at Sotreq.

Today, Edilaine is located in Sao Paulo, Brazil and partners with clients in Latin America as a training facilitator to educate and support their leadership and sales development initiatives.

Diana Li

Diana Meng Li has gained extensive experience at Caterpillar delivering sales coaching and soft skill sales development training for their dealer network. She started her Caterpillar career in 2007 as a Product Support and Training Consultant. As her first assignment, she developed the soft skill training material for dealer parts sales teams and successfully deployed the training throughout China. The trainings were highly rated by the dealers in China.

Later Diana focused on dealer product support and parts sales force development.  She participated as a 6 Sigma Green Belt in the product support coverage studies that improved the customer visit efficiency and maintained customer loyalty.

Diana was instrumental for the China dealers to launch the Inside Sales Rep project, and as a Caterpillar PSSR, she was responsible for implementation and development support of the dealer ISR programs in ECI-Metro, China.

In 2012, Diana received her master’s degree in marketing at University of Illinois Chicago. After graduation, she started working in ITW Inc. in the United States and furthered her experience in business management for sales, marketing, business development functions, and her ability to create strategic visions that improve market share.

Diana moved to Peoria with her husband and son in 2016. Since then, she has been working with Business Performance Group as an Instructor/Trainer.

Jane Storm

Jane is a UK Citizen who has now relocated to France since October 2015. She has spent a large part of her career working throughout Europe, Central America, Caribbean, Africa and India.

Her speciality is sales and operations – both business to business and business to consumer.   She has worked in the telecoms/tv/broadband industry since mid 1990’s after successfully running her own direct marketing business for 12 years.

Since 2005, Jane has worked as an independent consultant, on transformation projects, but more recently has become involved in setting up and growing successful sales teams.

In 2013, Jane joined Unatrac, a Caterpillar Dealer with 10 Dealerships throughout Africa, Egypt and Russia. Her main role was to establish a team of Inside Sales Representatives in each territory. This included recruitment, training, location set up, technology and call management strategies.

In 2014, Unatrac were awarded the Caterpillar EMEA Dealer Gold Award for Superior Customer Coverage which involved the set up and implementation of 7 Internal Sales Teams across the dealerships, as well as improving revenue by over 60%.

In 2017, Unatrac was recognised as one of the 12 most successful Dealers from 172 for excellent performance. (And one of only two in AME). Unatrac was specifically recognised for the best ISR Programme, which Caterpillar called the largest and most successful amongst all ACAM dealers and cited as best demonstrated practice by Caterpillar.

Since relocating to France, Jane now works on a Consultancy basis on behalf of both Unatrac and other Caterpillar Dealers to assist in the development and growth of ISR teams as well as the introduction of new technology designed to improve performance and productivity.

Recently, Jane has been instrumental in implementing new cloud based telephony systems into Caterpillar dealerships that enable all calls to be recorded and automatically inserted into Sales Force Customer Accounts, set up Wallboards in Sales Offices to show calls waiting, ISR activity/availability. The software also includes global management reporting across all dealerships including external call centres who handle marketing campaigns. This new technology provides a complete overview of ISR activity and productivity as well as using call recordings for coaching and development.

In her spare time, Jane enjoys outdoor sports such as golf, walking and swimming. Her main interest is travelling the globe and working with different cultures from around the world. Currently, she has visited almost 60 countries and isn’t finished yet!

David Alumbaugh

The big needs clients bring to the table when seeking David’s services include increasing revenue and balancing efficiency with effectiveness.

Saying no to canned presentations, David focuses on each client, developing systems and processes that solve problems. His creative, yet logical, measures boost and maintain sales performance and promote ongoing success. David’s philosophy in a nutshell: “My job isn’t complete when I leave the client’s office, but when they’ve implemented the process and see proven results.”

One of the most common problems clients struggle with today is escaping the rut of doing the same old thing and getting the same old results. David responds with a fresh outside perspective, offering ideas that help pave the way for positive change.

Clients get the “how-to”, not just theory. David’s techniques generate buy-in and accountability, include enough freedom for self-discovery and produce long-term results. His clients are able to immediately implement effective solutions.

Enjoying more than 20 years of sales and sales management experience, David has managed institutional-level sales for domestic and international accounts. He has led sales efforts in numerous industries including education, healthcare, HR training and consulting services.

David is an Adjunct Professor of Business at Baker University, where his expertise includes 16 years of teaching MBA courses to working professionals, including organizational and marketing management. David also serves as faculty mentor for the development of new teachers.

Proficient in knowledge transfer and other workplace generational concerns, David has developed and taught college courses for Baker University on generational issues in the workplace.

David endorses a participative leadership style. He is accomplished in problem resolution, goal setting, realizing and eliciting an individual’s full potential, influencing others and achieving results through development of quality-focused business relationships. David’s experience includes managing business-critical projects and operations in educational-based and privately-held organizations as well as developing and marketing seminars in the global marketplace. His operational expertise includes profit and loss accountability, recruiting and staffing, motivational incentives, sales strategy development and team development.

Previously held positions include: president of Seminars International, vice president and director of training & business development for Insight Information International, and operations manager for American Management Association/Padgett Thompson.

David passed the FAA Private Pilot Certification. He resides in Kansas City, MO, and enjoys spending time with his four grown children and grandchildren.

Svetlana Smirnova

Specializing in communications, telephone sales skills, leadership and management, Svetlana’s strength lies in making difficult concepts easy for her clients.

A valued member of Business Performance Group’s international team of consultants, Svetlana will be instrumental in directing the Inside Sales Representative (ISR) initiative in Russia for our client, a leading global manufacturer of construction and mining equipment and diesel and natural gas engines.

In addition to her work with Business Performance Group, Svetlana is a professional training instructor

with Quality Training Excellence, located in Moscow.

Recognized for her style and methods Svetlana serves as a consultant for organizations throughout Russia, including the Russian Railway Education Institute where she is responsible for communication and psychology. The institute also utilizes the Business Operations simulation game Svetlana developed.

The game is symbolic of Svetlana’s mission to cultivate a fun, interactive learning environment. “They never fall asleep at my sessions,” she confides. She also works to make the theoretical practical, applicable, useful and as close to what her clients are living as possible, Svetlana makes her courses fun and keeps participants busy all the time.

Svetlana coaches and trains organizations with effective communication, performance appraisal, corporate culture and values, cross-cultural communication, counselor salesperson skills, telephone sales skills, customer orientation, negotiation skills, interviewing skills, management and leadership, team management, and presentations and public speaking. She particularly enjoys working with the newly hired or recently promoted.

Five weeks in the United States with the “Business for Russia” program in 1996 launched Svetlana’s international business career. In the subsequent years, she has assisted clients in numerous cities throughout Russia, Ukraine, Turkey, Austria, Sweden, Czech Republic, France, Switzerland, Italy, Spain, the United Kingdom and the United States.

As a trainer and facilitator, Svetlana has partnered with leaders and managers from numerous organizations including Caterpillar, Nutricia, SEB Groupe, Zeppelin Russland, Video International, Agrana Fruit, Renaissance Capital, Heineken Russia, Independent Media, TNK-BP, VTB-24, Grundfos Russia, Matimex, X5 Retail Group, Saint Gobain, AC Nielsen, SIBUR, Herbalife and FM Logistics.

Svetlana earned an MBA from Classical Business Schools, Moscow. She completed post graduate studies in phonetics at the Leningrad (St. Pete) State University and holds a diploma of Specialist in the English Language & Literature from Ivanovo State University.

Through the medium of Facebook, Svetlana facilitates a group advocating the use of positive and democratic methods to raise children. She lives in Moscow, Russia, with her two sons.