Sales Transformation: Media
Created and implemented sales performance platform for $2 Billion Marketing Services company consisting of 700 salespeople.
This included providing change management and training for all company and industry initiatives impacting sales such as new pricing strategies, competitive intelligence, product launches, new systems, processes, and tools, as well as selling skills development and new hire on-boarding. Worked closely with all disciplines and all levels including sales, client services, finance, marketing, distribution, human resources, and executive office. Initiatives were implemented and operationalized leveraging sales leadership using Train-the-trainer methodology and included various delivery methods such as face-to-face, webinar, on-line, mentoring program etc.
New hire on-boarding platform realized 87% greater revenue lift, 40% greater productivity, and first year turnover decreased by 13%. Skills development generated millions in additional revenue and was cited by sales leaders/sales executives as the reason why they were successful in closing new business ranging from $100K to $20MM. When the company was acquired by a competitor, provided training and change management on new processes, products, and go-to-market value proposition to help with successful integration of the two sales organizations.