Round Lake, Illinois, United States
As a Sales Strategy Executive with 15+ years of experience building, managing, and leading sales, operations, and enablement teams, I've honed my skills in cultivating relationships, managing complex programs, and delivering quantifiable positive impact. My journey includes: ● Accredited college teaching for 7+ years, covering Technical Communications, Business, and English courses. ● Over 20 years of sales strategy, professional coaching, management, and employee development. ● Expertise in adult learning theory, leadership development, change management, and effective communication. ● Sales data analysis including deal efficiency and sales prioritization metrics. ● A passion for inspiring and motivating individuals to learn, communicate effectively, and maximize their potential. 𝗞𝗲𝘆 𝗔𝗿𝗲𝗮𝘀 𝗼𝗳 𝗘𝘅𝗽𝗲𝗿𝘁𝗶𝘀𝗲 My approach revolves around several core principles: ☛ 𝗦𝗮𝗹𝗲𝘀 𝗗𝗮𝘁𝗮 𝗔𝗻𝗮𝗹𝘆𝘀𝗶𝘀: Leveraging sales data to drive strategic decisions and enhance sales performance. ☛ Enablement: Designing and delivering effective learning programs rooted in adult education theory. ☛ 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁: Developing leadership skills to cultivate a data-driven, learning culture. ☛ 𝗣𝗿𝗲𝗱𝗶𝗰𝘁𝗶𝘃𝗲 𝗔𝗻𝗮𝗹𝘆𝘁𝗶𝗰𝘀: Utilizing data-driven insights to forecast trends and inform strategic planning. ☛ 𝗖𝘂𝗿𝗿𝗶𝗰𝘂𝗹𝘂𝗺 𝗮𝗻𝗱 𝗣𝗿𝗲𝘀𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻 𝗗𝗲𝘃𝗲𝗹𝗼𝗽𝗺𝗲𝗻𝘁: Creating engaging and impactful learning experiences through storytelling and data visualization. 𝗗𝗿𝗶𝘃𝗶𝗻𝗴 𝗥𝗲𝘀𝘂𝗹𝘁𝘀 𝗧𝗵𝗿𝗼𝘂𝗴𝗵 𝗗𝗮𝘁𝗮 𝗮𝗻𝗱 𝗗𝗲𝗹𝗶𝘃𝗲𝗿𝘆 My "Data To Delivery" philosophy emphasizes analyzing sales data to inform strategic initiatives and delivering tailored enablement programs to drive meaningful change. By focusing on both analysis and delivery, I ensure that insights translate into actionable strategies that yield tangible results. 𝗘𝗺𝗽𝗼𝘄𝗲𝗿𝗶𝗻𝗴 𝗧𝗲𝗮𝗺𝘀, 𝗜𝗻𝘀𝗽𝗶𝗿𝗶𝗻𝗴 𝗚𝗿𝗼𝘄𝘁𝗵 I believe in the power of collaboration, empathy, and continuous improvement. By fostering an environment where individuals feel valued, supported, and empowered to succeed, I've seen teams achieve remarkable growth and exceed expectations. 𝗟𝗲𝘁'𝘀 𝗖𝗼𝗻𝗻𝗲𝗰𝘁 𝗮𝗻𝗱 𝗖𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗲 I'd love to connect if you're ready to elevate your sales strategy, develop your leadership skills, or explore innovative enabling approaches. Together, we can drive meaningful change and unlock new opportunities for growth and success.
Driving revenue by equipping teams to sell with strategy, precision, AI, and retrospection.
Empowering clients, teams, and organizations to master the tools, strategies, and techniques needed to effectively set, measure, and execute on their day-to-day as well as their most ambitious goals. * 1:1 Coaching * Team/Department/Organizational presentations and workshops (perfect as an enablement or L&D supplement/enhancement, SKO presentation, all-hands guest spot, leadership development, sales rep incentive/bonus, and more!) The EF Advantage - tools to strengthen your executive functioning skills: - Planning, organizing, managing time, and executing - Task initiation with a bias towards action - Working memory, sustained attention, and meta cognition - Flexibility, perseverance, and stress tolerance - Goal oriented and outcome focused * Certified Executive Function, ADHD, Sales, Communications, & Relationships Coach * efboost.com
Leading three departments - Enablement, Sales Operations, Sales Development - I spearheaded the growth of a restaurant management software company catering to the US and Canada, driving 80%+ YoY growth each year. From ground zero, I crafted and oversaw scalable training and sales operations within a high-growth startup environment. Directly reporting to the CEO, I orchestrated a top-performing sales development representative program and pioneered sales enablement strategies. My keen eye for data analysis ensured we consistently surpassed key performance indicators (KPIs) company-wide while fostering seamless cross-functional alignment with executive leadership. 𝗦𝗲𝗹𝗲𝗰𝘁𝗲𝗱 𝗔𝗰𝗰𝗼𝗺𝗽𝗹𝗶𝘀𝗵𝗺𝗲𝗻𝘁𝘀 𝗜𝗻𝗰𝗹𝘂𝗱𝗲: ✯ Resource Allocation Optimization: Examined sales metrics to identify cost disparities among reps, lead sources, and TOFU focused enablement; leading to a 68% increase in outbound win rates. ✯ Stall Rate Reduction: Implemented analytics-driven interventions in Salesforce with early warning systems and standardized onboarding processes, cutting stall rates from 10.5% to 7.2% in Q1 2024, saving ~$560K in potential losses. ✯ Accelerated Level One Reps: Slashed ramp time by 22% with a focused graduate training program beginning with an intense, in person bootcamp. Instituted monthly curricula with scored call submissions, intensive training, and customized enablement. ✯ Coaching Implementation: Reduced need for rep Performance Improvement Plans (PIPs) by executing individualized coaching focused on targeted learning and development, decreasing PIPs by 78% (9 per year to just 2 since Q123). ✯ Sales Recovery: Averted potential Q1 shortfall through a proactive lead recovery strategy, boosting sales pace by 24% (from 72% to 96%) and securing 44+ deals.
I developed a revolutionary global sales enablement program at the helm of a pioneering digital marketing optimization SaaS company with a robust $120M ARR. From inception, I led the creation of comprehensive onboarding and continuous education initiatives across four international locations. With a team of two specialists under my guidance, I oversaw the seamless implementation of the program across LATAM, EMEA, and APAC regions. Through strategic collaboration with key stakeholders, I crafted tailored training programs and established a dynamic learning cadence permeating all company departments. ✯ Sales Training Success: Developed and implemented a comprehensive new hire training program with zero attrition in the first 12 months, a 20% reduction in Time to Performance (TTP), and a 98% positive satisfaction score among participants. ✯ Sales Skill Enhancement: Developed ongoing sales training with pre / post testing, adapting content based on rep feedback and performance metrics to continuously enhance sales skills. ✯ DEI Initiative Launch: Spearheaded the creation and rollout of a DEI program, leveraging external expertise, internal collaboration, and monthly workshops, culminating in integrating Skai's "DE&I Commitment" on company website. ✯ Mentorship Program Development: Launched a high-impact mentor program, boosting mentee satisfaction (100%) and mentor engagement (90%), leading to company-wide adoption for all new hires.
As the driving force behind a premier global online marketplace offering local and national discounts, boasting an impressive $2B in ARR, I directed a far-reaching nationwide sales enablement program. Overseeing a 1200+ sales representatives (SRs) team, I cultivated high-performing teams in Chicago and Phoenix. Collaborating closely with leadership, I crafted strategic training initiatives to foster employee growth and drive significant conversion rate improvements. ✯ Skills Upscaling: Implemented an empirical, skill-gap-focused continued education program that complemented manager objectives and extended learning beyond new hire training. Increased quota attainment by 16% and led to the adoption of mandatory attendance for all 1200 SRs. ✯ Training Enhancement: Introduced a Data To Delivery program, leveraging sales data to tailor and refine training future initiatives, transforming the training culture at Groupon and subsequent organizations. ✯ Streamlined Change Management: Established a collaborative GTM process with Product, featuring regular information sharing and monthly training sessions. Improved rep understanding of new product features from 65% to 91% after 3 months, according to rep surveys.