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Manager Sales

Los Angeles, CA
March 10, 2019

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P. O. BOX ****** • SANTA CLARITA, CA 91380- 1681

***- ***- **** •



o Adept at building productive relationships based on trust at all levels (C-Level Executives down to front-line supervisors and staff personnel.) o Consistently crafts an orchestrated, multi-tiered training campaign based on bottom-line business outcomes sought, and not mere event-training or flavor-of- the-month approaches.

o Needs Analysis and Research: adept at conducting GAP ANALYSIS, FOCUS GROUPS, QUESTIONNAIRES, and INTERVIEWS and observing top talent to ascertain key success principles and practices.


o Launched comprehensive Sales Training University for 50-seat call center. o Designed 2-day program, Leader As Coach, for Regional Sales Managers. o Designed 3-day Leader as Change-Agent program for mid-level executives. o Designed Prospecting Management program for sales team of 400. o Designed New Hire Onboarding training program.

o Revamped New Hire Orientation from 5 classroom days to an e-Learning, Centra- based Webcast consisting of 7 hour-long modules plus video-conference-based simulation.


o Equally adept at delivering ON-LINE SYNCHRONOUS programs and traditional CLASSROOM training, in a variety of disciplines, including 5S, Customer Service, Sales Skills, Strategy, Negotiation, Innovation, Management, Business Acumen, and Leadership.

o Strong PRESENTATION SKILLS: more than 5,600 hours of facilitation time for both classroom and on-line training formats, consistently receiving Level 1 Evaluation Ratings averaging above 4.5 on a 5-point scale. o KEYNOTE SPEAKER at meetings, conferences, and retreats for corporations and trade associations.

o Adept at COACHING one-on-one to enhance performance.


o With fluency in evaluation methods, have created robust measurement systems to raise overall evaluation scores of learner experience to above 4.5 on a 5-point scale; established methodologies for verifying cognitive retention of participants; launched protocols to verify skill transfer and utilization of skills taught; Bronze Certified in Kirkpatrick methodology to measure ROE. o Monitor team member’s progress through one-on-one meetings, and raise team capability through regular team meetings that feature systematic skill building and empowerment.

o Adept at accurately identifying skills of team members and casting them where they can best contribute.


Since 4/14 Kinecta Federal Credit Union, Manhattan Bch, CA Talent Development Manager One of the largest credit unions in California with 1100 employees and $3.2B in assets. 6/13-11/13 RentPath, Santa Monica, CA Corporate Sales Trainer A privately-held, Georgia-based conglomerate fully owned by TPG Capital specializing in online search services in the housing market.

3/11-10/12 Lisi Aerospace, Torrance, CA Training Manager A leader in the manufacturing of aeronautical fasteners and assembly components for the aerospace and automotive racing industries, Lisi Aerospace services such clients as Airbus, Boeing, Rolls Royce, Ferrari, and BMW.

11/05-12/10 Nationwide Medical, Agoura Hills, CA Account Manager A durable medical equipment company servicing over 20,000 Sleep Apnea patients with a follow-up care program for CPAP equipment.

7/00-10/05 Kinko’s, Ventura, CA Principal Sales Trainer Largest business services firm in USA with over 1100 branches, Kinko’s employs over 25,000 with 700 account executives nation-wide.

7/97-6/00 Los Angeles Times, Los Angeles, CA Sales Training Manager Largest regional newspaper in the United States, employs 6,000 against revenues of



1/99-Present Leadership Development Systems, Los Angeles, CA Managing Partner Serving clients as diverse as Nestlé, SCV Audio Video, Pearson NCS, The Builder Marketing Society, Boeing, Northrop Grumman, Little Company of Mary Hospital, Health Net, Princess Cruises, Beverly Hills Chamber of Commerce, Össur, Bell Helicopter, The City of Burbank, and J.D. Power & Associates. Services included instructional design, keynote speeches, process consultation, coaching, designing marketing strategy, facilitation of alignment strategy, and delivery of training programs designed for all levels from front-line workers to C-level executives.


Claremont Graduate University (Drucker School) Claremont, CA Master of Arts (Management)

Brigham Young University Provo, UT

Bachelor of Arts (Music)


8/2003 – Present College of the Canyons, Valencia, CA Adjunct Professor, School of Business One of the fastest growing of the 112 California Community Colleges, boasting two campuses serving over 27,000 students and offering 3,974 course sections each semester.

• Certified to instruct in traditional classroom, online, and hybrid forums.

• Regularly teach courses in Management, Sales, Entrepreneurship, Negotiation, Business Ethics, and eBusiness Strategy.

• Highest-rated professor among active faculty of the Business School according to

• The single most-rated professor in the entire college, with over 500 student ratings, receiving an overall cumulative score of 4.8 on a 5-point scale, according to

• A graduate of the Leadership Education in Action Program (LEAP), Spring 2010.

• A graduate of the Associate Program for Excellence in Teaching, Spring 2012.


• National Speakers Association

• Association for Talent Development

• Society for Historians of the Early American Republic TRAINING CERTIFICATIONS

• Franklin Covey:

o 7 Habits of Highly Effective People

o 5 Choices to Extraordinary Productivity

o 4 Disciplines of Execution

o Leading At The Speed of Trust

• Miller-Heiman:

o Strategic Selling

• Achieve Global:

o Professional Selling Skills

o Professional Teleselling Skills

o Professional Sales Coaching

o Account Development Strategies

• Acumen Learning:

o Building Business Acumen

• DDI:

o Essentials of Leadership

o Making Meetings Work

o Resolving Conflict

o Delegating For Results

o Setting Performance Expectations

o Adaptive Leadership

o Getting Started As A New Leader

o Influential Leadership

o Reviewing Performance Progress

o Accelerating Business Decisions

• Center for Leadership Studies

o Situational Leadership

• De Bono Consulting

o Six Thinking Hats

Endorsements for L. Ara Norwood

It was a pleasure to be a student in your “Learning Center”. Your level of commitment, enthusiasm,

and creativity is considerable. The effort you go

through to enrich the learning process is

impressive, . . . combined with your genuine

excitement and commitment to sales training and

one quickly realizes how fortunate we are to have

such a professional supporting and teaching our

sales teams.

Ed Russell,

Director, Sales Operations

Kinko’s Business Solutions

Thank you for addressing the Medical Management

Leadership at Health Net of California. Your talk

was both stimulating and engaging. We

appreciated your call for future challenges to the industry and how you forced us to integrate our

ability to cope with these using the skills defined. You left us with much food-for-thought and a sense of possibilities. Thank you!

Jennifer Gutzmore, M.D.,

Senior Vice President/Chief Medical Officer

Health Net of California

Ara is a truly inspiring speaker. He manages not

only to engage his audience, but his facilitations are 100% pure inspiration. I highly recommend

Ara without any hesitation.

Jennifer Grogl,

Personnel & Training Manager

Princess Cruises

Having worked in Corporate America for the past

12 years, and having experienced many "trainers",

I can say with confidence that Ara Norwood is in

the top 1% of facilitators I have worked with. . . Ara creates an atmosphere of sharing that is top

notch. A refreshing change.

Laura Henkels,

Account Executive

Los Angeles Times

I would like to highly commend you on your

speaking engagement. You presented an

outstanding and dynamic program which had such

a profound connection to our facility, Mission,

Goals, and Core Values. I wanted to let you know

what a positive impact you made on our members

and myself.

Diane Angone,

Regional Manager

San Pedro Peninsula Hospital

If you are looking for a workshop presenter in the area of leadership development, I know someone

who is outstanding. His name is Mr. Ara Norwood

and I have known Mr. Norwood for the past three

years and have had the great pleasure of hiring him to present several workshops here at College of the Canyons. The evaluations from these workshops

were outstanding and the participants asked to

have him back again to provide additional

training. I could not recommend Mr. Norwood

more highly. He is professional, knowledgeable

and provides workshop participants with valuable


Leslie Carr,

Director, Professional Development

College of the Canyons

Your expert delivery helped make the sales training both valuable and fun! The feedback from the group is still very positive. They especially are finding a great deal of value from the coaching piece.

Lauren Renner,

Organizational Development Manager

The Advocate/Greenwich Time

Your presentation was exactly what was needed to

help align our internal stakeholders with our

strategic sourcing approach. Your effective

facilitation of our strategy discussion led to an

outcome that I don’t believe would have been

possible had we led the discussion ourselves.

Niels Martin,

Group Manager

Nestlé Business Services

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