Factor 8 is an award-winning training and consulting company focusing 100% on making Digital sales teams successful. We’re not a big six consultancy, we’re not a national curriculum house, we’re not selling books.

We are a team of expert Sales leaders who have solved a very big problem: Sales Reps and Managers don’t get the development they need to be successful quickly.

We’ve made the calls, we’ve managed the teams, we get the struggle. You’re going to love the payoff.


The Factor 8 story starts with Lauren’s first sales management role back in the 90’s when we still used tape recorders hooked up to desk phones. Fast forward 15 years and here’s what LB learned: Most training sucks, selling over the phone is scary to a lot of people at first, inside sales is a confidence sport and she hated her boss. It was time to do her own thing. Factor 8 is born. The first year was spent doing favors for friends then Factor 8 started to come into focus. We specialized in sales – inside sales. We were special. Word spread. Today we still act like this outsourced training department for sales leaders and 100% of our business is referral and repeat business. Totally awesome, right?


All Factor Advisors have at least 10 years of experience in Inside Sales, have led sales teams, service + sales teams, product management and training teams, OD, inbound, change management, and more. They’re great translators and natural coaches. And, LB says she’d go on vacation with anyone on her team so we accept that as a promise.


Lauren Bailey


A twenty-year veteran of the Inside Sales industry, Lauren has worked as both the Director of Sales and the Director of Training while traveling the world to launch Inside Sales teams. Lauren has worked with in-house and outsourced sales teams selling outbound, inbound, via chat, direct, field-teamed, & channel. Her primary industry experience is in IT, Software, and Distribution. Corporate experience & clients include SAP, Sony, Waste Management, Ingram Micro, Grainger, Microsoft & Google. Lauren founded Factor 8 in 2007 and now also founder of #GirlsClub, an organization committed to getting more women in Sales Management and Leadership.


John Healy


John brings over 18 years of Inside Sales and Sales Leadership expertise to Factor 8. He has worked as an Inside Sales Rep, Manager, Director, and GM.  John has launched new inside sales teams, managed employee onboarding programs, and led sales operations teams. He has worked in the B2B private and public sectors employed by Logicalis, Taxware, and CDW. His a continual focus on profitable revenue growth and employee development earned him recognition as one of the 25 Most Influential People in Inside Sales from the AA-ISP in 2017 & 2018. John joined Factor 8 in 2014.

Steve Sharr


With over 20 years of experience in sales leadership, Steve has led field & inside sales teams through startup, territory expansion, acquisition campaigns, & product launches. Working with corporate giants like Verizon, IBM, HP, Telstra, and Teletech, Steve excelled in creating sales strategies that fueled growth & profitability. His former roles included Sales, Sales Management, International Senior Director, & GM. Steve joined Factor 8 in 2010 and leads our benchmarking and ISOI line of business.

Shelley Cesar


Shelley has 25+ years’ experience leading Inside and Outside Sales Teams in the SMB market as well as corporate giants.  Her career started in Sales, then Procurement for Dillard’s Department Stores, moving to Sales Management shortly thereafter.  While traveling the country improving the professional careers of Sales Teams, she spent several years in the cosmetic and fragrance industry with companies like Puig USA and Riviera Concepts of America prior to leading Inside Sales on a national scope with Staples Business Advantage.  Shelley has been known across the country for taking risks, leading people through change, and testing/piloting over the years while bringing her sales teams along with her. Shelley’s passion for people has helped make her an award-winning professional, with the mantra that ‘Leaders Build People Up’.

Michael Finsel


Joining in 2017, Michael contributes experience over a wide variety of industries and functions. Bringing over ten years of selling, management and training experience to Factor 8 he has trained both in person and virtually to teams from ten to over a thousand. Having spent years hip to hip empowering reps while calling both small and national clients, he knows the value of getting on the phones. Michael brings recent experience utilizing learning management systems and virtual practice platforms to reinforce best practices and increase sales results.

Regina Manfredi


Leveraging her 17 years of experience in software and technology sales, Regina helps our clients drive growth, while maintaining focus on the customer experience. She was recognized as the “2015 Executive of the Year” by the American Association of Inside Sales Professionals. Serving most recently as Sr. Vice President of Corporate Sales & Software, Regina had dual responsibility leading Corporate Sales, as well as the Software practice at PCMall. She engaged Factor 8 to benchmark her Inside Sales organization, and train sales management. She was so thrilled with the results, she traded her executive office to join the Factor 8 team in late 2015.

Kelly Spencer


Kelly brings 20 years of hands-on Inside Sales & Sales Leadership expertise to the Factor 8 Team. From a top producing Rep at a Fortune 250 company to a P&L owner for outsourced teams of several hundred reps selling on behalf of IBM, Sony, F5 Networks and Verizon SaaS. He’s led teams of inbound and outbound including account management, acquisition, Cross and Upsell, Service, Renewal, Support, and Quality Assurance. And like several of the Factor 8 team, Kelly has been a Factor 8 client and student! A participant in a vigorous six-month Leadership Academy, Kelly graduated as the MVP of his class.

Chandra Keel


Chandra is the Factor 8 super hero behind the scenes – ensuring calendars, contracts, invoices, and marketing are all coordinated while keeping the Factor 8 team in line. She’s a whiz with IT, business process, and legal agreements while bringing over ten years of inside sales and BPO experience to the team.