The letter introduces Nancy Dickerson and summarizes her accomplishments as Manager of Commercial Sales Training and Development at Advance Auto Parts from 2009 to 2015. She transformed their commercial sales culture from compliance-focused to customer-relationship based by creating a new sales process and training, onboarding program, and leadership training for managers. The CEO believes Nancy's tenacity and innovative ideas will benefit any organization.

1. Darren R. Jackson
Chief Executive Officer
Advance Stores Company, Incorporated
5008 Airport Road
Roanoke, VA 24012
October 2, 2015
To Whom It May Concern:
I would like to introduce Nancy Dickerson. She was employed with Advance Auto Parts as a Manager,
Commercial Sales Training and Development from April 2009 to August 2015. As the Manager,
Commercial Sales Training and Development, she was instrumental in transforming our commercial
sales organization from a compliance and transactional philosophy to a customer relationship-based
culture. Below are a few highlights of the meaningful contributions she brought to the organization:
• Created a customized sales process and corresponding training which resulted in immediate
gains for our sales professionals.
• Created and facilitated a new onboarding program for all new sales hires which resulted in
them beginning to achieve sales targets within twelve weeks of hire compared to their previous
history of six months.
• Was successful in transforming existing product representatives to customer-focused sales
professionals.
• Developed and facilitated leadership training for sales managers that resulted in more efficient
and productive field leaders.
• Continuously worked with business partners throughout the organization to further enhance
our training programs’ effectiveness.
As can be seen by the above highlights, Nancy was integral to shaping and developing a rapidly
changing and successful culture and sales force within our organization. Her work with the
commercial sales team quickly spread to the rest of the company due to its success. I believe Nancy’s
tenacity and innovative ideas will bring positive results to your organization.
Sincerely,
Darren Jackson
CEO