Ciudadela, Balearic Islands, Spain
Enabling the performance of sales professionals and their leaders: • Accredited Synchronous Classroom Trainer/Designer - US Distance Learning Association • Expert facilitation of sales training workshops, both virtually and across Europe, North America and Asia • Build and manage global sales enablement teams supporting direct and channel sales forces • Develop, rollout and management of sales processes, tools and methodologies • Major account sales, sales management training, new hire on boarding, virtual sales skills • Experienced Challenger and SPIN Selling facilitator
I help global sales teams assess performance gaps and build selling capabilities by improving: • Process: Define the selling roadmap, including selling stages, activities, tools and resources • Methodology: Assess methodology needs and select, tailor and implement for impact • New hire on-boarding: Design and deliver induction programs that reduce time to revenue • Sales management training: Define and install programs for front line managers • Training: Build competency-based curricula to train teams on products, markets and skills
- Designed a new global sales process combining selling stages aligned to the buyer journey and customer verifiers to ensure pipeline accuracy that was launched as part of a new CRM initiative - Rolled out a sales enablement initiative combining an innovative sales enablement portal, a new and fully integrated CRM application and new sales mobility platform for the global sales force - Certified Challenger Champion facilitating Challenger workshops and driving Challenger Selling behaviors and Challenger content creation across the sales and marketing organizations - Launched a redesigned strategic account management workshop and tools - Managed a comprehensive sales training curriculum including call planning, negotiation, business acumen, social styles and others
As Director of Sales Enablement: - Established the sales enablement function and a team of 6 sales enablement professionals - Launched a new sales methodology across a global sales force - Developed and launched a sales process mapping sales activities and tools to sales stages, all built into Salesforce.com - Revamped and redesigned the sales on boarding program, including synchronous and asyncronous e-learning prework, a case study-based in-person workshop, final exam and post-workshop development activities - Rolled out a vertical sales training curriculum - Global launch of a sales management program based on Cracking the Sales Management Code - Developed and delivered solution selling workshops and sales skills certification
Manage a global team that designs, develops and delivers training, processes and tools for SAP's inside sales and marketing organizations globally. In 2010, we're providing e-learning, virtual and face to face boot camps to onboard hundreds of new inside sales executives. In 2008, transitioned a traditional instructor-led sales curriculum to a blended approach using 77% e-learning, reducing new hire classroom time to revenue by 79% and eliminating travel and facilities expenses.
Managed a global team providing sales, presales and consulting curricula, certification programs, and sales tools and process for SME partners worldwide, including: • Defined the PartnerEdge education program whose “capability-building activities” were a significant factor in PartnerEdge’s 5-star rating by VAR Business and Gartner’s recognition that "SAP's PartnerEdge sets a new standard for innovation in channel development” • Built and delivered a comprehensive, multi-level, role-based blended learning curriculum • Manage the team and program that has trained hundreds of SME partners and qualified over 6,000 SAP sales professionals in 2 years
Designed and delivered comprehensive sales education curriculum, including e-learning, third-party sales methodology and new hire sales training. Led team that evaluated and selected a CRM solution for Kronos' sales, presales and services organizations. Managed a team that included sales education, pipeline management, CRM, and proposal and RFP management.