Engagements

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Designed sales competency model to enable change in business strategy from professional services to business process as a service (BPaaS). Provided tools to assess incumbent team to identify strengths and development opportunities, and agile onboarding framework to accelerate onboarding and time to productivity of new hires.

Designed a new education model and onboarding process for the sales organization, resulting in improving time to first sale, engagement, and retention.

• Designed and implemented a multi-channel sales education program. Validated results included reduction in discounting behavior, improved deal margins, improved engagement, and improved retention. Program recognized with multiple LEAD (Leading Excellence) awards by HR.com. 
• Designed and facilitated cross-functional executive team meeting to create aligned strategic initiates. Results were improved alignment and engagement across function executives, and identifying strategic initiatives to improve customer self-sufficiency and reduce support costs.
• Designed and facilitated cross-functional workshop of content writers to address fragmented customer and employee experience. Team defined a new collaborative content development continuum aligned with customer journey. Results included improved customer experience, employee engagement, and cross-functional collaboration. 
• Designed and facilitated cross-functional workshop to “take the friction out of the sales process”. Developed prioritized plan to address barriers in CRM price sheet, delegation of authority levels and approval process, scoping process, and order booking process. Reduced sales cycle time by up to 60%. 

• Facilitated "streamline" sessions following a 20% workforce reduction. Engaging employees in realigning their work with resources resulted in accelerating organization recovery, allowing employees to shape their future work.
• Designed organization and roles required to enable change in distribution strategy. Directed assessment and selection of new team.
• Designed organization and roles required to enable change from in-house inflight catering department to ousourced joint venture.
• Facilitated "new leader assimilation" workshops for 50+ directors through c-level executives in Sales, Marketing, International, and the Delta Shuttle. 

Facilitated appreciative inquiry to address employee retention, following significant loss of key employees to competitor. Results included rebranding employee brand and talent acquisition to focus on airline's unique culture. 

Facilitated leadership development workshops for sales leaders across North America, in support of changing talent strategy from "buy" to "develop".