Louisville, Kentucky, United States
I am a training, selling and coaching professional with over 24 years of experience. My sales acumen, coaching techniques, facilitation expertise and training and development knowledge has been showcased within Fortune 200 companies. During this time I have worked with regional sales individuals and teams, sales management, and customer service center management . I have improved team performance, as well as individual performance, and organizational effectiveness while positively influencing the bottom line. I hold a Masters Degree in Education with a concentration in Occupational Training and Development and I am certified to deliver a number of internationally recognized sales methodology courses. **Certified Instructor: Huthwaite, Wilson Learning, Achieve Global, Performance Dynamics** Specialties: Organizational Training and Development, Behavioral Sales Training, Full Cycle Recruitment, Sales Coaching, and Strategic Sales Management training. I have exceptional presentation skills coupled with outstanding written and verbal communication skills. This enables me to have a positive influence at all levels of an organization.
I proudly provide ongoing, one-on-one and small group coaching for sales professionals at various experience levels. The primary goal is to develop specific sales skills, including prospecting, managing resistance, effective discovery techniques, negotiation, closing strategies, and embed productive communication with prospects and customers.
I drove Sales Excellence by recruiting, hiring, training and continuously coaching our inside sales and field sales teams.
Managed daily sales operations of existing and new accounts across the Midwest and Canada totaling over $21,000,000 in annual sales. Consulted accounts that included distilleries, craft breweries, and wineries in Minnesota, Missouri, Kentucky, Ohio, Indiana, Kansas, Illinois, Tennessee and Canada. Exceeded regional sales goals for 2012 and 2013 by 8% and 16% respectively. Accountable for prospecting, developing, maintaining, and managing new customer opportunities across the regional area through a comprehensive consultative sales process. Overall new account close ratio at 54%. Served as a liaison between manufacturers and customers providing options for package design that included cork, glass, capsules, corrugate, and decoration. Major accounts included USDP, Pernod Ricard, McCormick Distilling, Diageo, Sazerac, and Paramount/Luxco. Directed multiple projects that included input on engineered bottle drawings, corrugate design, closure design, labeling and deco, and overall sales forecasts. Launched numerous brands with customers from conception to market while managing expectations and maintaining expected profit margins.
Recruited and interviewed potential financial representatives referrals on a daily basis and assisted Managing Directors, Field Directors and College Unit Directors in the mutual fit recruiting and selection process. Developed centers of influence (COIs) to obtain referrals and effectively source active and passive candidates. Conducted all pre-screen and initial interviews. Administered all testing and assessments and reviewed results with candidates. Assessments included CPQ (Craft Personality Questionnaire), CP+ (Career Profiler) and CI (Cognitive Index). Coordinated weekly sales coaching meetings and reported activity weekly to Managing Partner and/or Managing Director. Utilized behavioral and traditional interviewing techniques.
Collaborated with team that led to the creation and implementation of Cornerstone, a consultative based training and leadership selling program blending instructor-led theory and business simulator applications. Directed and managed the Humana Sales Learning Academy (SLA) – a Corporate University that trains and develops recent college graduates for regional market positions. Created curriculum and metrics for benchmarks and milestones of success. Supervised up to 8 direct reports in the SLA. Partnered with talent management to recruit, interview and hire SLA participants. Customized training programs to meet specific regional needs within 18 states and 22 markets. Enhancement of existing programs trimmed corporate training budget by 14%. Consulted with senior management in assessing training and performance needs for specific regions for input into annual and ongoing leadership plan. Learning budget for regional training slashed 16% due to condensed training solutions. Conducted Predictive Index (PI) sessions across markets to further enhance the coaching and performance processes and outcomes for leaders and associates. Prepared detailed training and development operating reports and presentations regarding divisional long-range plans to ensure compliance with senior management’s strategies and goals. Facilitated nearly 1500 hours of training, learning and leadership sessions for sales reps, sales management and customer service representatives and management. **Course Certified to deliver** SPIN Selling (Huthwaite), Wilson Learning, Professional Selling Skills, Negotiating to YES, Effective Presentation Skills, Achieve Global Selling Systems