Sales Training
Resume:
Paul A. Holt, Ph.D.
Oceanside, CA 92054
abldcr@r.postjobfree.com
www.holtservicesgroup.com
September 8, 2010
To Whom It May Concern:
Through training and development programs, I help individuals and organizations improve their
performance. My specialty is improving sales performance while enhancing the customer
experience. I have also developed and delivered IT, CRM, product, marketing, customer service,
management, and operations training programs. I am writing to apply for your position as an
Instructional Designer/Trainer. Following this letter is my resume.
Performance improvement programs are high visibility, high impact activities. Program staff
must collaborate with multiple departments and all levels of the organization to design and
execute programs. Drawing on my training in psychology and business acumen, I can adjust my
approach to align with individuals throughout the entire organization – from field personnel to
product development and administrative staff to senior management.
Employing the ADDIE model and a blended learning strategy, my programs are comprised of:
instructor-led courses, e-learning programs, individual coaching, participant workbooks, self-
study materials, and job aids. I have designed, developed, and delivered all of those components.
As a curriculum designer, I am noted for developing well organized, clear, and concise programs
that are both informative and practical. As an instructor, I am well respected for my ability to
explain technical concepts, engage the audience, and encourage participants to try new
behaviors.
My project management duties include preparing budget proposals and tracking consumption,
coordinating logistics, establishing and monitoring benchmarks, training and supervising internal
and external service providers, and reporting on the effectiveness of the program. With strong
multitasking abilities and a process-oriented approach, I am able to successfully manage the
diverse and complex components that make up performance improvement programs. In that
dynamic and fast-paced environment, what remains constant is my focus on the business
objectives of the program.
I look forward to discussing this opportunity with you.
Sincerely,
Paul Holt
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Paul A. Holt, Ph.D.
414 South Clementine Street
Oceanside, CA 92054
abldcr@r.postjobfree.com
www.holtservicesgroup.com
SUMMARY OF QUALIFICATIONS
A performance improvement specialist with highly developed business acumen,
broad expertise in adult learning, and deep insight into organizational behavior
Demonstrated ability to help individuals and organizations improve their performance
through training and development programs
Extensive experience in all stages of program design, development, and delivery
Experienced in managing training and development projects
Highly skilled in providing individual consultations and management coaching
Strong oral and written communication skills, coupled with analytical expertise and
creative problem-solving abilities
EMPLOYMENT HISTORY
2007 - Present Performance Improvement Specialist,
2003 - 2005 Holt Services Group
• Design, develop, deliver, and manage training and
development programs
• Define skill requirements by role
• Conduct needs assessments and identify performance gaps
• Develop course storyboards, program content, participant
activities, and instructor materials
• Create participant workbooks, job aids, and other collateral
• Provide management coaching and leadership training
• Design, develop, and implement train-the-trainer programs
• Assist subject matter experts in the design of training
programs and creation of program content
• Consult with training and development organizations to
design and implement best practices in service delivery and
management
• Map existing organizational processes and design
refinements
• Establish program KPIs, and create tracking tools and
methods
• Clients include: Biogen Idec, First Insight, Intel, Gauss
Interprise, Massini Group, Navis Learning, Restorative Remedies,
Wiresoft
Accomplishments:
•Increased revenue over 20% through customized skills training,
individual coaching, and process re-engineering at Gauss Interprise
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•Increased revenue over 15% by developing and implementing staff
training, and management coaching at The Bay House Restaurant
•Generated opening sale of $280,000 by developing and
implementing a channel training and development plan for Wiresoft
2005 - 2006 Global Sales Trainer and Instructional Designer,
Hewlett-Packard Software (Formerly Peregrine Systems, Inc.)
•Responsible for the development and delivery of new hire sales
and product training
•Designed and conducted ongoing sales enablement programs,
including coaching field reps and sales management
•Developed field sales tools and job aids
•Designed and conducted leadership training programs
• Managed training projects and events
•Consulted with subject matter experts on adult learning principles,
content development, and instructional design
•Provided skills training and individual consultations to instructors
•Managed vendor relationships and negotiated contracts
Accomplishments:
•Redesigned and developed a five day training program for new
account executives, pre-sales technicians, and channel partners
•Coached a new rep on competitive strategies, enabling him to
close a $600,000 sale with a major metropolitan school district
•Mapped existing skills training and development programs onto
the HP Client-Driven Sales Methodology, and identified gaps by
role
1998 - 2003 Training Manager,
Sam Bosworth Associates (Solution Selling® Business Partner)
• Designed and delivered over 100 custom training programs for sales,
marketing, professional services, technicians, and VARS
• Developed custom curricula, job aids, and marketing materials
• Managed all logistics for training and process implementation projects
totaling over $2.5 million/year
• Designed and conducted trainer-the-trainer sessions, and supervised
teams of up to 20 training staff and consultants
• Provided individual consultations and executive coaching
• Over 75 clients including: Captaris, Healthwise, IBS, Macro4,
Macromedia, Sybase, Toshiba, Transgenomic, VitalWorks
Accomplishments:
• Shortened learning curve for new reps by 2 months at Captaris
through training of sales reps and coaching of managers
• Developed sales tools that increased revenue by 40% within the
targeted vertical market at VitalWorks
• Through training and coaching, helped a sales rep to close a
$1.5 million account in his first six months of employment at Sybase
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EDUCATIONAL HISTORY AND PROFESSIONAL CERTIFICATIONS
Doctor of Philosophy, Education (Counseling Psychology), University of Iowa
Bachelor of Science with Academic Honors, Psychology, University of Iowa
Solution Selling® Certified
ITIL® Foundations Certified
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