Sales Training

DIRECTOR / VP OF SALES TRAINING & SALES EFFECTIVENESS

Sales training and sales effectiveness leader seeks opportunity to improve

performance through proven-effective hiring, sales training, sales

coaching, sales management development, process improvement, and other

performance improvement practices. Strong drive to build a world-class

sales training and effectiveness team to increase production, produce

measurable results, and exceed goals under budget. Advocate for question-

based, solution-oriented, consultative selling practices.

VALUE PROPOSITION

A business leader first, who also deeply understands training and how to

improve real-world performance in complex organizations. Can align training

outcomes with strategic business objectives, to move the needle on the

performance issues that really matter. Has delivered millions of dollars of

net ROI to employers.

ACCOMPLISHMENT HIGHLIGHTS

. Achieved a $9.96MM annual net ROI through multiple projects to improve

hiring effectiveness, shorten ramp-up time for new hires, lift sales

results for incumbent underperformers, and improve the performance of

sales managers.

. Aligned hiring, sales training, compensation, coaching and performance

management practices to increase new hire sales performance; 4-month

employees outperformed a control group of 5-year employees.

. Increased sales per rep by 47% through changes in territory management,

accountability, and sales coaching.

. Increased sales results 600% over previous year while decreasing net

operating expenses by 21%.

. Improved average profitability per sales rep by 11% through strategic

account management practices that also significantly increased revenue

from major accounts within 4 months.

KNOWLEDGE, SKILLS & CAPABILITIES

Basic & advanced sales Negotiation skills training Product training

training

Account selection & Lead & opportunity Pipeline management

development management

Major account management Time & territory management Sales compensation

Sales coaching & performance Sales management training & Effective use of sales force

management leadership development automation/CRM

Instructional design Training delivery management Overall department

management leadership

Organization effectiveness Performance lever analysis Lean & Six Sigma Green Belt

PROFESSIONAL EXPERIENCE

MCKESSON PROVIDER TECHNOLOGIES 2007 to Present

Director, Training Delivery Services

Lead the training delivery team for Customer Education Solutions, training

healthcare customers to implement and use McKesson hospital software.

. Lead a staff of 20, including 2 delivery managers, and manage technical

training delivery, scheduling, training coordination, registration, and

customer service.

. In fiscal year ending March 31, 2009, achieved $22.07MM revenue (over

goal) and EBIT of $11.48MM (over goal).

. Sold and delivered $759.5K in unbudgeted (organic growth) training

classes, delivered onsite at customer facilities.

. Led the instructor team to deliver customer satisfaction of 4.74 of a

possible 5.0.

. With a post-course proficiency test goal of 80% passing and an average

score of 80%, led instructor team to deliver 94.7% of students taking

tests with an average score of 88.8%.

. Responsible for daily management, effective delivery of instruction,

customer satisfaction, process improvement and ensuring scalability for

future growth.

NOVASTAR MORTGAGE, INC. 2003 to 2007

Process Improvement Project Leader

Asked by the SVP HR to assist the new VP of Process Improvement in

establishing a team of Six Sigma project managers to increase operational

efficiency and effectiveness, reduce errors and workflow overlap, and

reduce costs.

. Led a best-practice analysis project for account managers, resulting in a

process to gather, determine, disseminate and manage best practices for

this critical function. Processing efficiency improved by 16% within six

months.

. Led a Six Sigma DMAIC project aimed a post-closing procedures that is

projected to reduce costs by over $230K.

. Saved $97K in commission overpayments, due to a project spurred by a

production/commission trends analysis.

Director, Sales Performance Development

Led the 7-person team responsible for instructional design, training

delivery (instructor-led, online, and blended solutions), and performance

improvement projects for inside, field, and major account sales and

management. Managed a $4.6MM budget.

. Achieved a $9.96MM annual net ROI through multiple projects to improve

hiring effectiveness, shorten ramp-up time for new hires, lift sales

results for incumbent underperformers, and improve the performance of

sales managers.

. Designed an implemented a coaching program that taught leaders to

diagnose and correct weaknesses or reinforce strengths in their

employees, based on analysis of metrics and observable behaviors,

relative to key performance levers.

. Played a pivotal role (one of three architects) in the development of

NovaStar University, custom Learning Management and Learning Content

Management Systems, and the NovaStar University Leadership Development

Curriculum.

FORCEFIELD PERFORMANCE SERVICES 2001 to 2003

Director, Performance Improvement

Consulted with business owners and corporate department managers to

increase revenue and decrease expenses. Offered analysis, strategic and

tactical planning, hiring, training, business process redesign, executive

coaching, performance management and profit improvement consulting

services. Supported clients in the entertainment, pharmaceutical,

manufacturing, telecommunications, and retail industries.

. Through changes in territory management practices, accountability

systems, and sales coaching, increased sales per rep by 47% in six

months.

. Implemented strategic account management practices that significantly

increased revenue from major accounts within 4 months, and improved

average profitability per sales rep by 11%.

. Developed competency-based performance measurement system that doubled as

a career-pathing and succession planning tool.

. Administered developmental and multi-rater assessments, designed

executive development plans (including training, developmental programs,

personal work analysis/redesign and time management, and more), and

counseling and coaching key business leaders to higher levels of

effectiveness.

PFIZER CONSUMER HEALTHCARE 2001

Manager, Sales Training

Responsible for design and implementation of sales training for consumer

healthcare pharmaceutical reps.

. Conducted in-depth needs analysis of sales performance levers and began

course development.

. Worked with sales management to implement sales training sessions at

local and regional meetings.

. Personal family circumstances forced a personal leave and eventual early

resignation and relocation.

PLANSOFT CORPORATION (now StarCite) 1997 to 2001

VP, Sales Force Performance

Asked by the CEO to help the Sales SVP increase sales performance through

sales effectiveness initiatives.

. Delivered training on consultative selling skills and major account

management.

. Designed recruiting and selection systems, including behavioral

interviewing and assessments.

. Aligned performance expectations and performance management practices to

increase coaching and feedback.

. Streamlined business processes to more effectively sell, serve, and

manage accounts.

VP, Strategic Implementation

Promoted by the CEO to guide the executive team through the execution of a

major change in strategic direction.

. Implemented a matrix organization structure, issue and conflict

resolution plans, key progress reports, and organization-wide project

tracking methodologies to foster culture of accountability and

accomplishment, at an accelerated pace. Successfully guided the change in

strategic direction to conclusion, on-time and within-budget.

VP, Professional Services

Promoted by the President to build and manage PlanSoft's implementation,

training, and client support departments.

. Managed a 30-person staff responsible for all product implementations,

including pre-sales consulting, installations, implementation project

management, training, "go live" management, and customer support.

. Improved departmental performance from one failed implementation (prior

to arrival) to 256 implementations in 9 months.

Director, Technology Training

Hired as employee 11 for this B2B, e-commerce software start-up, to build

client training department and the design and delivery of instructional

materials, documentation, and job aids

. Developed and implemented client training plans, including instructor-led

training, online training, Help systems, and plans to establish training

as a profit center.

. Hired and managed a 12-person training staff, including instructional

designers, technical writers, technology instructors, a training

coordinator, a design manager and a delivery manager.

HYATT HOTELS CORPORATION 1995 to 1997

Director, Sales Training and Management Development

Hired by senior sales managers of this luxury hotel chain to lead sales

training and management development.

. Conducted needs analysis for field and national sales teams and designed

sales training and management development curricula that included

training transfer plans and evaluation systems, to ensure results.

. Worked with Kenan-Flagler (and other business schools), Center for

Creative Leadership, The Ken Blanchard Companies, AchieveGlobal and

Communispond to develop personalized executive development programs for

key executives.

. Trained and managed the 14-person team that led all sales and sales

management training.

. Forecasted and managed a training development budget of over $1.5MM.

HOUSEHOLD FINANCE CORPORATION 1989 to 1995

National Sales Training Manager

Asked by senior management to nationally implement the sales training

programs previously designed for the Central Region, due to their

overwhelming success. Responsible for management of analysis, design,

development, implementation, and evaluation of all sales training and

management development programs.

. Aligned hiring, sales training, compensation, coaching and performance

management practices to increase new hire sales performance; 4-month

employees outperformed a control group of 5-year employees.

. Reengineered the training function to decrease costs by $600K annually,

without sacrificing productivity.

. Managed a staff of 7 regional training specialists and a $1.25 million

training budget.

. Key subject-matter-expert for branch manager identification and 18-month

developmental certification program.

Sales Training Manager (Alexander Hamilton Life Insurance Company, a

Household subsidiary)

Transferred to this business unit by Household senior management to align

insurance sales training with HFC sales training and increase awareness of

effective insurance sales practices.

. Developed an insurance sales course for HFC account executives that

dovetailed with other HFC sales training programs, increasing learning

retention and decreasing training time.

. Designed and implemented Weekly Focus Checks, Management Visit Reports,

Follow-up Visit Reports with action plans, and a Financial Security

Analysis job-aid, to assist managers in establishing accountability and

tracking effectiveness of training efforts.

Regional Training Specialist (Sales)

Responsible for the analysis, design, delivery, implementation, and

evaluation of sales training for the Central Region.

. Designed and delivered training for new sales reps, during which students

prospected real customers.

. Increased loans closed per employee in the 3-month period after sales

training by 2.3 per month (average revenue increase of $183K per class of

12, or over $36.6MM over 12 months).

. When research showed a 60-day, post-training performance drop, created a

sales coaching program for managers which increased 60-day post-training

performance to surpass the growth curve of the 30-day groups.

Branch Sales Manager

Responsible for all branch operations.

. Managed an $8MM P&L, achieved goals in all categories, and exceeded quota

in all special sales campaigns.

. Increased sales results 600% over previous year while also decreasing net

operating expenses by 21%.

Account Executive

Responsible for sales production of consumer loans, home equity credit

lines, and credit insurance products.

. Exceeded goals in all categories for 4 consecutive quarters.

EDUCATION

. Six Sigma Academy, Arizona - Lean and Six Sigma Green Belt Certification,

2007

. Equivalent Experience to a Masters in Training and Organization

Development

. Dale Carnegie Course: Effective Communications & Human Relations

(graduate and graduate assistant instructor)

. Mansfield University, Pennsylvania - Bachelor's Degree, Cum Laude

Graduate

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