Sales Training
Resume:
Raymond J. Griffin Jr.
College Park, GA 30349
***************@*****.***
SUMMARY OF QUALIFICATIONS
Trainer experience (domestic & international)-12 years
Senior corporate training experience---8 years
Call center management experience (SB and Consumer)-9 years
Sales training manager/master certified
Strong ability to implement stakeholder objectives
Excellent ability to manage multiple projects in fast-paced environment
Active ASTD Member
PROFESSIONAL EXPERIENCE
Advantage Sales and Marketing, El Segundo, CA
August 2012-Present
NATIONAL SALES TRAINING SPECIALIST
. Worked directly with dealer call centers and their employees on behalf
of DIRECTV, the nation's top DBS provider.
. Managed a nationwide territory for our National Strategic Partners
division and positively impacted dealer call center sales and
retention through effective training.
. Served as expert on all aspects of DIRECTV's products and services,
including technology, plans, promotions, sales techniques, best
practices, ordering systems and on-line tools, activations procedures
and methods, credit and escalation processes.
. Worked directly with front-line employees, coaches, supervisors,
managers and senior management to transfer DIRECTV product knowledge
and increase sales of the DIRECTV products and services. Educated
Associates and Management on how to sell, market, and activate the
client's products and services.
. Used group trainings, shadowing/observation techniques, side-by-side
coaching and customer interactions as a direct method of demonstrating
and educating employees about sales techniques and the client's new
and current promotional activities.
. Effectively, efficiently, and proactively managed a territory of 16
assigned dealer call center locations. Identified training and sales
opportunities; created and executed ROI based action plans.
. Maximized DIRECTV ROI by efficiently utilizing and reporting company
reimbursable expenses.
. Managed budgets for incentives, travel, and other costs.
. Created and implemented local strategies, goals, incentives, and
budgets to further improve sales or in response to low performance.
. Ramped new call centers as well as trained sales training specialists.
. 90% travel
Staffmark (Pratt Industries), Atlanta, GA (contract)
April 2012- July2012
ACCOUNT EXECUTIVE/CUSTOMER EXPERIENCE SPECIALIST/TRAINING POC
. Worked as a training expert for a transitional team assisting senior
management launch Pratt Industries new Atlanta E-Commerce call center.
. Authored three week initial training program
. Sold in-house and small businesses clients packaging and front/back
end supplies
. Developed procedures and processes for new customer service
department, and create leadership training manual on key performance
indicators/return and refund policies
Agape Medical Management, Riverside, CA November 2011-
April 2012
TERRITORY ACCOUNT MANAGER-Contract Position
. 100% commission sales rep for Durable Medical Equipment (DME) bid
preparation consultation services, ensuring financial and licensing
compliance for Medicare's Competitive Bidding.
. Sold Bid Agreements to "C Level" executives ranging from $3500 to
$25000 to DME companies in GA, FL, and AR for Medicare's mandatory
Round II.
Naylor Publications, Alpharetta, GA April 2007-
August 2011
TRAINING MANAGER/TRAINING FACILITATOR
. Managed and facilitated all Sales Orientation courses, Advanced
Sales skill development for Atlanta, Georgia and Winnipeg, Canada
Branches
. Developed, recommended, and implemented strategies to meet corporate-
wide operation training objectives.
. Ramped over 250 Business to Business Advertising sales professionals
. Authored and conducted on-line advertising and CRM/Salesforce.com
training.
. Designed Integrated and Specialty Division Training Manuals for all
branches
. Worked closely with Recruiting and Operations to ensure corporate
objectives were achieved
. As Project Leader of sales teams exceeded Performance goal by 25%
. Ramped and mentored three corporate and Technical trainers
. Conducted on-boarding training
. Direct Report to the Vice President of Employee Development
. Certified in Ken Blanchard's Situational Leadership.
Compucredit, Dunwoody, GA October 2005-April 2007
SR. TRAINER
. Served as senior performance consultant on major corporate training
initiatives.
. Developed training using the ADDIE model for instructional
designers.
. Created cross cultural training for overseas TM and CS vendors,
managers, and account representatives.
o Evaluated effectiveness of training by conducting focus
groups and feedback sessions with International vendors in
India, Mexico, and Philippines
o Responsible for learning schedules, calendar, and
maintaining participant records during training.
. Ramped and Supervised Fee Based (upselling), Inbound, and corporate
trainers
. Worked as training project manager for Marketing Department
o Served as lead trainer for new business acquisition
launches
o Conducted training audits
. Wrote curriculum for International sales organization
o Received Instructional Design and Trainer Development
Certification from Entelechy, Inc.
o Master Certified in product training, needs-based selling
skills, facilitation skills, and adult learning techniques.
MCI Worldcom, Alpharetta, GA September 1999-October
2005
SR. TRAINER
. Handled management-level training, development and coaching for 80
supervisors and managers.
. Conducted 95 Initial training classes and on-going training for over
3000 Business to Business, Business to Consumer, and outside sales
reps in highly competitive residential and Business Local, Long
Distance, DSL Call Center markets.
. Ramped and mentored Seven Sales Trainers for MCI's #1 ranked call
center training team.
. Introduced innovative training which strongly impacted the bottom
line sales performance
. Traveled nationally to ramp four different Call Center training
departments on company initiatives.
. Responsible for creating center-wide strategies for improving
Quality Sales, FCC fine avoidance
. Master Certified in product training, needs-based selling skills,
facilitation skills, and adult learning techniques.
. Wrote curriculum for the national sales organization:
SALES SKILL TRAINING AUTHORED BY TRAINER
Feature/Benefit Selling ~ Quality Improvement Training ~ Data
Workshops Assertive Selling Techniques ~ "12 Days of Reluctance" Pre-
shift Series ~ Advanced Closing Techniques
MCI, Alpharetta, GA August 1998 - August 1999
SALES SUPERVISOR
. Directly managed a team of 18 business to business inside telecom
sales professionals
. Exceeded MCI team quota by an average of 121%
. Handled payroll, set and measured team objectives.
. Developed, motivated, and trained associates in job proficiencies,
product knowledge and product changes.
. Promoted sales recognition programs and contests for bay and system.
. Efficiently managed employee development plans, disciplinary
actions, and team effectiveness.
MCI, Alpharetta, GA May 1997- July 1998
INSIDE SALES REPRESENTATIVE
. Met and routinely exceeded sales quota by 140% to 175%
. Served as Sales Team Lead and New Hire Mentor
. Frequent panelists in corporate focus groups on closing skills.
. Consistently exceeded quality expectation
PROFESSIONAL DEVELOPMENT TRAINING
7 Habits of highly Effective People, Facilitation and Delivery Skills
Training, John C Maxwell's Leadership Series, Management Development
Series, Facilitating Discussions Training, Effective interviewing and
Hiring, Managing Corrective Action, Promoting Positive Employee Relations
KKBT Radio Station June 1995-February 1997
Los Angeles, California
COMMUNITY ACTION COORDINATOR
. Tracked trends and created ground-breaking programs and
programming strategies to help mainstream hip hop programming to
the L. A. market. Conceived and developed a variety of talk
show topics focusing on a wide range of pressing community
issues, including gang violence, the LAPD, a twelve mayor
roundtable show, Affirmative Action, teenage promiscuity,
welfare reform, and many other topic. Show Guests included the
Mayor of Los Angeles, Police Chief Willie Williams, Flo Jo, Rick
James, Jesse Jackson, Congresswoman Maxine Waters, and many
others.
. Worked closely with Harold Austin, program director, and
Dominique DiPrima, host, in creating highly competitive
multicultural programming focusing on the 18-34 demographic
cell, focusing intensively on the African-American and Chicano
American communities. Served as community liaison, maintaining
relationships with over 400 community organizations and major
record label reps. Booked guest and produced for #1 rated
(Arbitron) "Street Science" call-in talk show. Featured in R&R
as one of the most community relevant shows in Urban radio.
. Talk show repeatedly attracted local and national television
coverage as KKBT rose from #11 to #1 while employed.
AWARDS & RECOGNITION
Top Trainer Award, Spotlight Award, Top Support Award, Leaders Award, MVP
for Outstanding Performance, Club MCI Award, Supreme Support Super Star
Award
EDUCATION
Communications, Masters of Arts
California State Fullerton
Business Administration, Bachelors of Science
University of California, Riverside
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