SALES TRAINING | PERFORMANCE IMPROVEMENT LEADERSales training and organization effectiveness executive with expertise in sales performance improvement. Thrives on the challenge of working with leadership to forge a path to breakthrough performance.VALUE PROPOSITIONMaximizes training and other performance improvement practices to radically improve business results. Has delivered millions of dollars of ROI to employers.ACHIEVEMENT HIGHLIGHTS

  • Achieved a $9.96MM annual net ROI through multiple performance improvement projects.
  • Increased sales per rep by 47% through changes in territory management and sales coaching.
  • Increased sales results 600% over previous year while decreasing net operating expenses by 21%.
  • Improved average profitability per sales rep by 11% in 4 months.
  • Newly trained 4-month employees outperformed a control group of 5-year employees.

Work History

Work History

Various Training | OD Leadership Roles

PlanSoft Corporation

VP, Sales Force Performance

Led sales effectiveness initiatives to improve sales performance.

  • Delivered training on consultative selling skills and major account management.
  • Implemented employee selection systems, including behavioral interviewing and assessments.
  • Implemented performance management to increase coaching and feedback, resulting in shorter sales cycles.
  • Streamlined business processes to more effectively sell, serve, and manage accounts.

VP, Strategic Implementation

Guided the executive team through the execution of a major change in strategic direction.

  • Implemented a matrix organization structure, issue and conflict resolution plans, key progress reports, and organization-wide project tracking methodologies to foster a culture of accountability and accomplishment, at an accelerated pace. Successfully led the change in direction to conclusion, on-time and within-budget.

VP, Professional Services

Built and led the implementation, training, and client support departments.

  • Managed a 30-person staff responsible for all product implementations, including pre-sales consulting, installations, implementation project management, training, “go live” management, and customer support.
  • Improved departmental performance from one failed implementation (prior to arrival) to multiple successful implementations in 9 months.

Director, Technology Training

Hired as employee number 11 for this B2B, e-commerce software start-up, to build client training department and the design and delivery of instructional materials, documentation, and job aids

  • Developed and implemented client training plans, including instructor-led training, online training, Help systems, and plans to establish training as a profit center.
  • Hired and managed a 12-person training staff, including instructional designers, technical writers, technology instructors, a training coordinator, a design manager and a delivery manager.
Oct 2010 - Present

Director, Sales Training

Torchmark Corporation

Hired to lead the sales training and sales effectiveness efforts for United American Insurance Company and Liberty National Life Insurance Company, two of the Torchmark affiliates (NYSE: TMK). Currently conducting a full-scale performance lever analysis.

May 2007 - Sep 2010

Director, Training Delivery Services

McKesson Provider Technologies

Lead a professional services training delivery team teaching enterprise EMR software to customers and providing product training to support employee readiness. Manage scheduling, registration, customer service, training delivery (classroom and virtual), LMS management, delivery P&L, daily operations. Tasked with process improvement and ensuring scalability for future growth. Staff of 22.

  • Achieved $22.07MM revenue (9% over goal) and EBIT of $11.48MM (8% over goal) in one fiscal year.
  • Sold and delivered $759.5K in unbudgeted (organic growth) training classes, delivered onsite at customer facilities.
  • Led the instructor team to deliver customer satisfaction scores of 4.74 (5-point scale) and an average post-course proficiency assessment score of 88.8%.
  • Led a migration to a virtual instructor-led training environment (with hands-on labs), projected to lower customer Total Cost of Ownership and reduce employee travel costs, while retaining training effectiveness.
Apr 2003 - Mar 2007

Director, Sales Performance Development

NovaStar Mortgage, Inc.

Process Improvement Project Leader | Director, Business Analytics/Performance Improvement

Asked by the SVP HR and CEO to assist the new VP of Process Improvement in establishing a team of Six Sigma project managers to increase operational efficiency and effectiveness.

  • Led a best-practice analysis project for account managers, resulting in a process to gather, determine, disseminate and manage best practices for this critical function. Processing efficiency improved by 16% within six months.
  • Led a Six Sigma DMAIC project aimed at streamlining post-closing procedures, which was projected to reduce costs by over $230K.
  • Saved $97K in commission overpayments, due to a production/commission trends analysis project.

Director, Sales Performance Development

Led the 7-person team doing instructional design, training delivery (instructor-led and virtual), and performance improvement projects for inside, field, and major account sales and management. Managed a $4.6MM budget.

  • Achieved a $9.96MM annual net ROI through multiple projects to improve hiring effectiveness, shorten ramp-up time, lift sales results for underperformers, and improve the performance of sales managers.
  • Designed and implemented a coaching program that taught leaders to diagnose and correct weaknesses or reinforce strengths, based on metrics analysis and observable behaviors, relative to performance levers.
  • Played a pivotal role (one of three architects) in the development of NovaStar University, a custom Learning Management System, and the NovaStar University Leadership Development Curriculum.
Jan 2001 - Apr 2003

Managing Director, Performance Improvement

ForceField Performance Services

Consulted with business owners and corporate managers to increase revenue and decrease expenses. Provided analysis, strategic and tactical planning, hiring, training, business process redesign, executive coaching, performance management and profit improvement services.

  • Through changes in territory management, accountability systems, and sales coaching, increased sales-per-rep by 47% in 6 months.
  • Implemented strategic account management practices that significantly increased revenue from major accounts within 4 months, and improved average profitability per sales rep by 11%.
  • Developed a competency-based performance measurement tool (also used as a career-pathing tool).
  • Administered developmental and multi-rater assessments, designed executive development plans (including training, developmental programs, personal work analysis/redesign and time management, and more), and coached key business leaders to higher levels of effectiveness. 
Jan 2001 - Oct 2001

Manager, Sales Training

Pfizer Consumer Healthcare

Designed and implemented sales training for consumer healthcare pharmaceutical reps.

  • Conducted in-depth needs analysis of sales performance levers and began course development.
  • Led sales training sessions at local and regional meetings.
Apr 1995 - Jun 1997

Director, Sales Training & Management Development

Hyatt Hotels Corporation

Hired by senior leaders of this luxury brand to lead sales training and management development.

  • Conducted needs analysis for field and national sales teams and designed sales training and management development curricula that included training transfer plans and evaluation systems, to ensure results.
  • Worked with The Ken Blanchard Companies, AchieveGlobal and Communispond to provide leadership development.
  • Trained and coached the 14-person field team that conducted sales and sales training.
  • Managed a training development budget of $1.5MM.
Aug 1989 - Apr 1995

National Sales Training Manager

Household Finance Corporation

National Sales Training Manager

Asked by senior management to nationally implement the sales training programs previously designed for the Central Region, due to overwhelming success. Led analysis, design, development, implementation and evaluation of all sales training and management development programs.

  • Aligned hiring, training, compensation, coaching and performance management practices to increase new hire sales performance; 4-month employees outperformed a control group of 5-year employees.
  • Reengineered the training function to decrease costs by $600K annually without sacrificing results.
  • Managed a staff of 7 sales trainers and a $1.25 million training budget.
  • Played key role as Subject-Matter-Expert for 18-month developmental certification program for Branch Sales Managers.

Sales Training Manager (Alexander Hamilton Life Insurance Company, a Household subsidiary)

Aligned insurance sales training with HFC sales training to increase effective insurance sales practices.

  • Developed an insurance sales course for HFC account executives that dovetailed with other HFC sales training programs, increasing learning retention and decreasing training time.
  • Designed and implemented Weekly Focus Checks, Management Visit Reports, Follow-up Visit Reports with action plans, and a Financial Security Analysis job-aid, to assist managers in establishing accountability and tracking effectiveness of training efforts.

Regional Sales Training Specialist

Led analysis, design, delivery, implementation, and evaluation of sales training for the Central Region.

  • Designed and delivered training for new sales reps, during which students prospected customers.
  • Increased loans closed per employee in the 3-month period after sales training by 2.3 per month (average revenue increase of $183K per class of 12, or over $36.6MM over 12 months).

Branch Sales Manager

Managed sales team and branch operations.

  • Managed an $8MM P&L, achieved goals in every category and exceeded quota for sales campaigns.
  • Increased sales results 600% over previous year while decreasing net operating expenses by 21%.

Account Executive

Sold consumer loans, home equity credit lines and credit insurance products.

  • Exceeded goals in all categories for 4 consecutive quarters.




Instructional design Classroom training e-Learning & virtual training Organization effectiveness Sales effectiveness Change management Employee selection Performance management Management development Performance improvement Process improvement ROI analysis




Mansfield University of Pennsylvania


Mar 2007 - Present

Six Sigma Green Belt

Six Sigma Academy | NovaStar Mortgage