Colorado's Most Powerful Salespeople: Leo Salvaggio
Leo Salvaggio, 35
Vice president of sales, Dynamic Solutions International, Englewood
WHAT HE DOES: Salvaggio is responsible for the optimal deployment of sales personnel including assigning sales-team quotas, making recommendations for changing sales roles, coverage models or team configurations to maximize sales productivity.
SALES PRODUCTION: Salvaggio closed roughly $4 million in sales of DSI’s suite of traditional tape and Virtual Tape Library systems in 2012, representing a 25 percent increase over 2011. His clients include Rolls Royce, Ford Motor Co., the State of Michigan, Comerica Bank and Fiserv.
BACKGROUND: Salvaggio’s grandfather immigrated to the U.S. in the early 1900s and settled in Detroit where he raised three sons (including Leo’s father) and started his own construction firm despite limited ability to read and write. Leo was the first in the family to go to college.
SAILING THE EXTRA MILE: Salvaggio once booked a Caribbean cruise to secure a "chance encounter" with a CIO he’d been trying to track down for months. During an informal meet-and-greet at a midnight buffet on the ship, Salvaggio was able to set a formal meeting and finalized the sale a few weeks later.
SALES ADVICE: "Always operate with absolute integrity with everything that you do. It’s easier to do the right thing the first time around rather than after the fact."
SALES PHILOSOPOHY: "Sales is all about listening and solving your customers’ problems," Salvaggio says. "It doesn’t matter how great your slides are or how amazing your product is; it’s about solving your customers’ problems and filling a need. It’s that simple."