SALES LEADERSHIP EXPERIENCE
Inherited Teams and Built multiple sales organizations from the ground up
GLOBAL
North America
Off Shore Engagements: Asia and EU
MARKET SEGMENTS
SMB, Mid-Market, National, and Enterprise
SALES METHODOLOGIES
Challenger, Corporate Visions, MEDDIC, Miller Heiman, Story Brand, and SMART Selling
REPORTS
Direct and Indirect – Area Vice Presidents, Directors, Managers, Business Development Managers, Account Managers, Inside Sales Representatives, Sales Development Representatives, Business Development Representatives, Sales Operations, Sales Enablement, Service, SME’s, Recruiters, and Marketing
GO TO MARKET STRATEGY
North America and Regional Business Plans
Development of Sales Playbooks: Streamlined sales processes and procedures
Inside and Field Sales Framework, KPI’s, MBO's, and Performance Management
Territory Alignment and Management
Strategic Plans: New business, expansion, and retention
Prospecting programs
Established strong relationships with key clients and stakeholders
Negotiating contracts and closing high-value deals to drive revenue generation
MARKETING
Create and execute sales marketing strategy
Build GTM collateral
Develop prospecting campaign messaging and materials
Social Media
Manage to MQL’s and SQL’s
CHANGE MANAGEMENT
Stabilize and Revitalize Sales Organizations
Provide renewed energy, discipline, and urgency
Implement management and sales processes
Incorporate rigorous performance management program
PIPELINE MANAGEMENT
Pipeline Analysis
Dashboards and Reports
Forecast and Opportunity Management
Close Plans, Negotiations, and Contracting
FINANCIAL MANAGEMENT
Quota development, management, and attainment
Budgetary and expense management
Contract Negotiations
RECRUITMENT AND RETENTION
Provide mentorship and coaching to sales team members, facilitating their professional development and career advancement.
Play a key role in recruiting top talent, conducting interviews, and making hiring decisions to build a high-performing sales organization.
Performance Management
SALES ENABLEMENT
Development and Implementation of Sales Training Programs
New Hire, National, and Regional Training and Development
Product, Sales Methodologies, Presentation, Negotiations and Closing Strategies, Writing Skills
Certification Programs
CULTURE
Foster Winning Culture
Team
Nurture learning environment, collaboration, and independent and team selling efforts
Corporate
Internal alignment – Collaborated closely with product development, marketing, operations, and customer service teams to align sales strategies with overall business objectives.
Regional – Increase communication, streamline processes, and level set expectations
Client/Prospect
Local and national brand development
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