Following the process$18,037.98 commission deposit.The process showed up in a very real payday.
About Modern Sales Training
Live coaching from a nationally recognized B2B sales authority.
Derek Shebby is the founder of Modern Sales Training and one of the most decorated sales executives to come out of the Xerox channel in California. Over 17 years at one of California’s largest Xerox mega-dealers, Derek won the President’s Club Award 13 times and helped grow the division from $40 million to over $100 million in revenue with a team of 120 salespeople.
To date, Derek has trained over 30,000 salespeople across live programs, online courses, and the Modern Sales Academy — and coaches 150+ reps live every week across office technology, irrigation, managed IT, mailing equipment, and every other B2B industry with territorial sales reps doing cold prospecting. His methodology is built on one conviction: becoming an Outlier — the top producer in your market — is not about talent or luck. It’s about process, executed consistently.
- 30,000+ salespeople trained
- 150+ reps coached live each week
- 5.0 ★ G2 rating · 22 reviews
- 13× Xerox President’s Club
- $30B manufacturer: +23% new business YoY after Bootcamp
★★★★★“Most important sales course I ever took. It helped double our sales in three months.”— Michael G., Founder / CEO★★★★★“My team's ability to get that first meeting has increased by 300%.”— Colin D., Small-Business★★★★★“I was 100% sure what I am doing and why.”— Vlad R., Import Department Chief★★★★★“My sales team goes back to the course again and again.”— Zane C., Sr. Property Manager★★★★★“Reps with 15+ years said it got them back to basics in the best way.”— Brad N., President★★★★★“The best part is the mental training. Sales is 100% mental.”— Greg S., Mid-Market★★★★★“Best sales training I have ever done.”— Edward E., District Sales Manager★★★★★“The information you need to separate yourself from the pack.”— Brandon M., Vice President★★★★★“Everything I could apply immediately.”— Stefan D., Small-Business★★★★★“Our team saw a 15% increase in sales.”— Barbara L., Small-Business★★★★★“No fluff. Real, pragmatic strategies to improve as a salesperson.”— Verified User, Computer Software★★★★★“A great program to align sales training within your team.”— Peter E., Small-Business★★★★★“Recommends changes that make an impact.”— Jesse R., Mid-Market★★★★★“I crushed my quota, won rookie of the year, and have been promoted 3 times.”— Greg Shin, Sales Director★★★★★“My cold calling appointments improved 300%.”— Jason Madsen, Account Manager★★★★★“The reason I became the top sales rep at my company.”— Brian Magnus, VP, Sales★★★★★“A proven strategy to build value on all of my deals.”— Justin Mottola, Account Manager★★★★★“Helped me earn crazy money during my sales career.”— Casey Connolly, Sr. National Director★★★★★“My sales team's effectiveness has never been better.”— Tim Herrick, Sr. Sales Director★★★★★“The level of support you get is insane!”— Kenneth Harty, Sales Rep★★★★★“A fast start in my sales career.”— Ryan Pehle, District Sales Manager★★★★★“Life-saving for my business.”— Elena Leon-Madonia, Business Specialist★★★★★“New techniques to improve my cold calling results.”— Cedric Slaughter, Account Executive★★★★★“Most important sales course I ever took. It helped double our sales in three months.”— Michael G., Founder / CEO★★★★★“My team's ability to get that first meeting has increased by 300%.”— Colin D., Small-Business★★★★★“I was 100% sure what I am doing and why.”— Vlad R., Import Department Chief★★★★★“My sales team goes back to the course again and again.”— Zane C., Sr. Property Manager★★★★★“Reps with 15+ years said it got them back to basics in the best way.”— Brad N., President★★★★★“The best part is the mental training. Sales is 100% mental.”— Greg S., Mid-Market★★★★★“Best sales training I have ever done.”— Edward E., District Sales Manager★★★★★“The information you need to separate yourself from the pack.”— Brandon M., Vice President★★★★★“Everything I could apply immediately.”— Stefan D., Small-Business★★★★★“Our team saw a 15% increase in sales.”— Barbara L., Small-Business★★★★★“No fluff. Real, pragmatic strategies to improve as a salesperson.”— Verified User, Computer Software★★★★★“A great program to align sales training within your team.”— Peter E., Small-Business★★★★★“Recommends changes that make an impact.”— Jesse R., Mid-Market★★★★★“I crushed my quota, won rookie of the year, and have been promoted 3 times.”— Greg Shin, Sales Director★★★★★“My cold calling appointments improved 300%.”— Jason Madsen, Account Manager★★★★★“The reason I became the top sales rep at my company.”— Brian Magnus, VP, Sales★★★★★“A proven strategy to build value on all of my deals.”— Justin Mottola, Account Manager★★★★★“Helped me earn crazy money during my sales career.”— Casey Connolly, Sr. National Director★★★★★“My sales team's effectiveness has never been better.”— Tim Herrick, Sr. Sales Director★★★★★“The level of support you get is insane!”— Kenneth Harty, Sales Rep★★★★★“A fast start in my sales career.”— Ryan Pehle, District Sales Manager★★★★★“Life-saving for my business.”— Elena Leon-Madonia, Business Specialist★★★★★“New techniques to improve my cold calling results.”— Cedric Slaughter, Account Executive
The belief behind the training
“Sales leaders don’t hire trainers. They hire outcomes — more appointments, bigger deals, higher margins, fewer excuses.”
— Derek Shebby, Founder, Modern Sales Training
Every program Derek builds is designed to deliver exactly that. More appointments from in-person cold calling and structured follow-up. Bigger deals from effective discovery and value-building. Higher margins from reps who know how to close without discounting. And fewer excuses because the process is written down, trained, and inspected every week.
The background
17 years. 13 President’s Club Awards. One methodology.
Derek Shebby spent 17 years as a top sales executive and director at one of California’s largest Xerox mega-dealers, winning the President’s Club Award 13 times and helping build the division from $40 million to over $100 million in annual revenue with a team of 120 salespeople.
Before founding Modern Sales Training, Derek built his track record at Mr. Copy and MRC — one of California’s largest Xerox authorized dealers. He started as a rep, cold calling in the field like everyone else, and worked his way into sales leadership. By the time he left to start MST, he had spent nearly two decades learning exactly what separates the reps who make every President’s Club from the reps who wonder why they didn’t.
What he learned during those 17 years wasn’t motivation or theory. It was process. Specifically: the skills that every top producer in any B2B industry with territorial reps has mastered — cold calling done right, in person and over the phone, and running effective discovery meetings that uncover real pain, build real value, and close at real margins.
Six years ago, Derek founded Modern Sales Training to teach that process to every B2B sales rep willing to do the work. The results have been clear: over 30,000 salespeople trained to date, 150+ reps coached live every week, and a $30 billion manufacturer client that grew new business 23% year-over-year after years of decline.
Derek is the host of the In Between Sales Calls podcast, with 120 episodes published on B2B sales, prospecting, cold calling, and sales leadership. His published articles and guest interviews cover the same practical work: prospecting, value building, onboarding, and sales leadership. He is based in San Diego, California, where Modern Sales Training offers B2B sales training in San Diego alongside its live programs nationwide.
Why leaders choose us
Four things sales leaders love about working with Derek.
1
He coaches every session himself.
No associates. No outsourced delivery. Derek runs every class, every week. Your reps get the same coach from week 1 to week 12.
2
Small cohorts mean real accountability.
Capped at 10 reps per cohort. Derek knows every rep by name, monitors their progress, and holds them accountable on the platform every week.
3
He specializes in your industries.
Manufacturing. Managed IT services. Office technology and MPS. B2B services. We know your deal cycles, your buyers, and your competitive set.
4
It makes your life easier.
Weekly manager check-ins. Certifications that tell you what your rep can do. A common vocabulary across new hires, veterans, and managers. Less chaos, not more.
Results in the Field
What clients say after working with Derek
“In 2023 I made the decision to have Derek Shebby work with my sales team. Our sales team had a record year — record growth in profit, revenue, and customer retention. We brought a record number of new customers on board in 2023, breaking a 24-year record. Our team had a higher percentage of new meetings set than any year previous to 2023. In 2024 we continue to focus on being OUTLIERS.”
— Brantly Fowler, President & CEO — ZENO Office Solutions
“I attribute a good portion of our FY25 success to the skills that several of our newer reps learned from you. That training helped them see success and motivate them for more success.”
“Derek is a sales genius. Our team has been taking his Sales Bootcamp since December and every week we learn so much. The best part is that it makes you actually apply it weekly to ensure we’re getting the most of each class and lesson.”
“Outstanding and practical content applicable to B2B sales. The training offers clear takeaways for prospecting in today’s sales environment. I highly recommend this program for any sales professional trying to improve.”
Hear it directly from teams who went through the program
John Eckstrom
Enrolled his team in Sales Bootcamp
Kimberly Gonzalez
Enrolled her team in Sales Bootcamp
Kevin Marshall
Enrolled his team in Sales Bootcamp
Results from the field
When the process improves, the numbers move.
Real messages from salespeople applying the work. Names and identifying details are covered for privacy.
$50K goal · three months in a rowMomentum compounds.Two $80,000 deals in progress.
Cold call to close$31K margin from one cold call.The most money the rep had ever made on a deal.
Goal doubledMonthly goal doubled on new business.A returning customer and a production upgrade.
Best month yetNearly $100K in a single month.About $6,000 short, with more commissions coming.
$63K monthTracking toward almost $1M.A newer rep with strong gross profit.
What is a Sales Outlier?
Sales Outliers are the top sales performers in their industry.
Not just the best rep at one company. The ones earning the highest commission checks of anyone selling the same product in the same market.
Top performer at your companyBest on the teamMeasured against the reps down the hall
Consistent, respected, and comfortable. Hits quota, wins the trip, tops the board most months. You can get here on your own with effort and a few good years.
VS
Sales OutlierBest in the industryMeasured against every rep selling what you sell
Earning more than anyone else in their industry, year after year. Nobody gets here alone. You learn from people who know how to get you there.
Derek’s conviction is simple: becoming an Outlier is not about talent or luck. It is process, executed consistently, with a coach who has done it.
Frequently Asked Questions
About Derek Shebby & Modern Sales Training
Who is Derek Shebby?
Derek Shebby is the founder of Modern Sales Training and one of the most decorated sales executives to come out of the Xerox channel in California. He spent 17 years as a top sales executive and director at one of California’s largest Xerox mega-dealers (Mr. Copy / MRC), winning the Sales President’s Club Award 13 times and helping grow the division from $40 million to over $100 million in annual revenue with a team of 120 salespeople. He founded Modern Sales Training six years ago to teach the same process-driven methodology to B2B sales teams across the country.
What is Modern Sales Training?
Modern Sales Training is a live B2B sales training company founded by Derek Shebby and based in San Diego, California. It specializes in training territorial sales reps and sales leaders at manufacturers, dealers, and distributors — industries where reps prospect a geographic territory using in-person and phone cold calling. Programs include Sales Bootcamp (12-week foundation), Sales Spartan (advanced), Sales Leaders Bootcamp (management), and the Outliers Community (ongoing coaching). More than 30,000 salespeople have been trained across live programs, the Modern Sales Academy, and Udemy.
What industries does Derek Shebby train?
Modern Sales Training works with B2B companies that have territorial sales reps doing in-person and phone cold prospecting. Core industries include office technology dealers and MPS providers (Derek’s specialty from 17 years at Xerox), managed IT service providers (MSPs), irrigation and agriculture dealers, mailing equipment dealers, furniture dealers, and any B2B manufacturer or distributor with a field sales team. Clients have included Bermad, Rivulus, RDO Equipment (largest John Deere dealer in the world), and a $30 billion manufacturer that grew new business 23% year-over-year after completing Sales Bootcamp.
How many salespeople has Derek Shebby trained?
Derek has trained over 30,000 salespeople across live programs (Sales Bootcamp, Spartan, Leaders Bootcamp), the Modern Sales Academy online courses, and Udemy, where he is a top-ranked sales trainer. He currently coaches 150+ reps live every week across multiple active Bootcamp cohorts.
What is the Modern Sales Training Sales Bootcamp?
Sales Bootcamp is Modern Sales Training’s flagship 12-week live program for B2B sales reps. Classes meet for two hours per week via Zoom, with cohorts capped at 10 salespeople for real accountability. Derek teaches every session himself — no associates. Participants get full access to the Modern Sales Academy (20+ hours of recorded content), complete weekly assignments, and are assessed through skill inspections. Sales leaders receive monthly progress reports on every rep. Upon completion, reps roll into the Outliers membership for ongoing coaching.
What is the Outlier concept in sales?
An Outlier, as Derek defines it, is a B2B salesperson who makes more money and performs at a higher level than anyone else in their industry. Not “good at sales” — the best in their market. The Outlier concept is the aspirational north star of every Modern Sales Training program. Derek’s conviction is that Outlier status isn’t about talent or luck — it’s about having a proven process and executing it consistently. Every program he builds is designed to get reps there.