Sales Training
Resume:
Paul Pisanick
Philanthropy Associate - The Helping Up Mission
Baltimore, MD 21201
adj0g9@r.postjobfree.com
Willing to relocate: Anywhere
Work Experience
Philanthropy Associate
The Helping Up Mission - Baltimore, MD
November 2017 to Present
• Create, execute and evaluate all philanthropy strategies with a donor-centered philosopy to ensure a diverse and sustainable revenue portfolio to support the operation of the organization.
• Effectively manage the organization's annual communications plan to build a consistent brand and to develop and strengthen relationships with key stakeholders.
• Work with the Executive Director and Board to create a comprehensive philanthropy strategy and annual operating plan that promotes achievement and financial sustainability.
• Prepare monthly reports, statistics, and other documents, and provide general support as needed for executive management, the Resource Development and Marketing Committees, and the Boards of Directors.
• Makes donor and potential donor appointments, calls and visits and solicit funds and other resources for the organization.
• Coordinate the timely dispatch of acknowledgement letters for financial and in-kind donations.
• Research and write grants; provide timely reporting and ensure compliance as required with grant awards.
• Coordinate data base use and management for donor records and acknowledgements.
• Manage staff that will serve as coordinator of Member Organization relations. Encourage Member donations of volunteer time, talent, and funds. Update, develop new, and maintain membership materials. Maintain and further develop relationship with Member Organizations and their leadership.
• Supervise the standardization, improvement, and maintenance of all aspects of the Mission's volunteer program, including volunteer recruitment, cultivation, orientation, scheduling, retention, training, recognition, and evaluation.
Trainer/Instructional Designer
Global Knowledge
March 2016 to October 2017
• Develop, write and lead new product and sales training programs onsite and remotely for a target audience within the computer and telecommunications sector.
• Target audiences include Pre and Post Sales Representatives, Sales Support, Call Center Agents and Supervisors, Technical Support and Human Resources.
• Write and develop new training materials which include: PowerPoint Presentations, Participants Guides, Job Aides, Quick Reference Guides, Standard Operating Procedures, Assessments, Surveys and Facilitators Guides for all trainers nationwide.
• Lead train-the-trainer sessions (T3) to prepare trainers within the US, Europe and Asis/Pacific markets for training global core curriculum.
• Provide coaching for new hire trainers and monthly training updates onsite and remotely via SKYPE.
• Develop and write new eLearning materials for post and ongoing training reinforcement.
• Recommend, train and support System Administrators for a new Learning Management System (LMS). Sales Enablement Specialist
ABB Enterprise Software - Atlanta, GA
March 2015 to January 2016
• Developed, wrote and supported the delivery of key learning programs to improve performance of the Regional Enterprise Software sales organization which included: Instructor Led training, Webinars and eLearning software simulations training videos.
• Worked with internal subject matter experts (Sales, Presales, Product Management, Project Management and Marketing) to coordinate the development and management of Solution, Industry and Sales Excellence learning content.
• Align with the Global Content Manager to maintain updated, relevant sales curriculum in the Sales Enablement portal.
• Maintained close contact and communication with Regional leadership teams to ensure understanding of dynamic learning needs based on go-to-market strategy identify skill gaps, and changing market conditions.
• Assisted with the delivery of behavioral and skills assessments to ensure 100% participation.
• Worked with Regional Field Operations to ensure that new hire Sales Executives are equipped with appropriate learning tools, processes and materials for accelerated ramp-up to productivity.
• Align with sales enablement counterparts (EMEA, APAC) to ensure cross training of key solution sets.
• Track and provide quarterly updates to Global Sales Enablement regarding performance metrics related to completion of learning requirements.
• Provided targeted, in region sales enablement support that accelerates the ability to diagnose performance and process gaps across the sales force. Key Accomplishments
Created a Sales Enablement SharePoint Site and maintained/updated the site on a weekly basis.
Developed, wrote and delivered an intensive 5 day New Hire Boot Camp for Sales, Presales and Professional Services.
Created and wrote new onboarding documentation for new hires for a daily and weekly plan for the first 60 days for on the job training.
Created sales new job aides (cheat sheets) for all the Enterprise Software packages.
Received Predictive Index certification and conducted a teach back from the results of the survey to the entire North American and Sout American Sales Management Teams.
Created and wrote short global eLearning training programs for the effective use of using SalesForce to be used during weekly sales manager's meetings.
Researched and implemented a new LMS (Learning Management System) for the entire sales organization.
Created new Sales Account Planning templates for the entire global sales organization. Corporate Sales Trainer/Curriculum Developer
RentPath Inc - Atlanta, GA
October 2014 to March 2015
• Instructor led trainer for new sales executives and sales leaders in a five-day sales certification program.
• Developed, written and conducted group activities that align with the sales process.
• Developed, written and delivered best practices for giving effective sales presentations. Recommended video to record presentations for coaching and training.
• Developed and hosted monthly webinars for sales team meetings and for product updates.
• Developed new value proposition materials for sales training based on Show, Guide and Do models.
• Designed, developed and wrote all training materials, which included: participants and leaders guides, PowerPoint presentations, handouts and activities materials for weekly sales meetings.
• Developed, written and produced short training videos to use in weekly team meetings.
• Designed and developed sales reinforcement training to be led by Sales Managers in weekly team meetings.
• Recommended InsideOut Sales Coaching Certification program for all sales leaders. Key Accomplishments
Received InsideOut Sales Coaching certification and delivered teach back (T3) sessions to all trainers and managers on new coaching methods nationwide.
Designed, wrote and developed all PowerPoint presentations for the 2015 sales kickoff, which included the opening and closing remarks from the CEO and the VP of Sales.
Developed new coaching and evalution forms to be used by Sales Managers for customer meetings with new and experienced sales executives.
Developed and led new onboarding training programs for all outside and inside sales teams nationwide. Lead Instructional Designer/Curriculum Developer
TrueBridge Resources - Atlanta, GA
April 2013 to September 2014
• Designed, developed and wrote new training materials for Direct Fulfillment Centers at The Home Depot.
• Training materials included Participant's Guides, Leaders Guides and Job Aides for on the job training.
• Worked with Home Depot SMEs and Standard Operating Procedures to develop full step-by-step processes for 12 different workgroups within a large Home Depot warehouse.
• Updated current and new process flows within the new warehouse via Visio.
• Developed PowerPoint Presentations with highly detailed leaders notes for Home Depot Trainers.
• Coordinated Teach back (T3) sessions to Home Depot Trainers for all training modules and provided feedback for each trainer.
• Reviewed the Instructional Designer team's training materials and provided feedback and edits.
• Trained new Instructional Designers on Home Depot training standards and assisted them in understanding complex processes for Home Depot Associates.
• Conducted weekly team meetings with Instructional Designers and Home Depot SMEs.
• Coordinated timelines for internal draft reviews, SME reviews and final Director level reviews.
• Led SME review meetings to present new training materials to get SME approval and sign off. Key Accomplishments
Developed PowerPoint template for the entire Instructional Designer Team. This included: Title Slides, Content Slides, Ground Rules, Parking Lot, Glossary of Terms, Activities, Knowledge Checks, Software Demos and You try it Demos.
Developed eLearning materials utilizing Captivate and HTML for reinforcement training.
Developed PowerPoint animation slides for detailed process flows to assist in explaining a new process for a Home Depot Associate.
Developed and designed assessments templates which also included answer keys for the trainers.
Developed Job Aide templates for on the job training and for exceptions that Associates my encounter.
Designed Home Depot posters for the Direct Fulfillment which included: Safety, Service, Quality, Cost and Housekeeping.
Designed and developed Home Depot icons to use in all training materials.
Developed The Home Depot training style guidelines to be used for all training materials. Curriculum Developer Consultant/Instructional Designer Verizon Wireless - Alpharetta, GA
January 2012 to March 2013
- Workforce Development
• Responsible for developing curriculum content to build advanced selling skills for new hire and continuing education for Verizon Business Finance and Business Government Customer Organizations.
• Partnered with stakeholders and subject matter experts to identify program development needs and developed training programs from conception to implementation.
• Developed and wrote training materials which included Participant and Leader Guides, Job Aides, Blended Learning, Certifications/Assessments and Presentation materials.
• Responsible for managing several training programs. Program Management duties included owning specific training programs from start to implementation, project planning and curriculum development, training delivery/Train-the-Trainer and measuring results pre and post implementation.
• Responsible for performance and sales consulting, including needs assessments and focus groups with internal business partners to determine appropriate training solutions.
• Assist with measuring the impact to the business by analyzing course content relevancy, the training participant's attainment of key performance objectives and the trainer's delivery of the classes to ensure the intended outcomes of the programs were achieved.
• Serve as master trainer for new and existing Verizon Wireless Courses to train area trainers. Assist with the development of Verizon Wireless trainers including per coaching, providing constructive feedback, co-teaching and overall trainer quality.
Key Accomplishments
Developed new Peer-to-Peer Mentor Training Program to ensure that the Peer-to-Peer training experience was consistent in all regions.
Developed a detailed Account Health Score Planning Guide for Verizon BGCO Global Enterprise Advisors which resulted in the improvement of performance scores in all markets.
Developed online animation video storyboard for Verizon B2B organization to alleviate confusion and reduce repeated calls on when to contact the Business Finance Organization.
Updated and developed a 10-day Verizon Global Enterprise Advisor New Hire Training Program in five major call centers focusing on 2012 Strategic Objectives and weighted performance metrics for a total of 80 hours of training.
Developed new training materials for the National Tax Exempt Group and to cross train additional call center employees which improved Service Levels and significantly reduced incoming call customer requests.
Developed on the job, self paced training for new vertical assignments for the Global Enterprise Advisors and their Supervisors.
Telecommunications Sales and Product Trainer/Consultant RIGHT MANAGEMENT - Atlanta, GA
November 2010 to December 2011
• Telecommunications Consultant for Comcast Business Services for the SMB and Enterprise Account Sales teams with a major focus to improve sales in the commercial marketplace.
• Aligned with Regional VP, Director of Sales and Sales Managers to determine and recommend improved sales performance for the Sales Account Representatives.
• Provided formal training to Sales Representatives, Engineers, Sales Support Staff and Sales Managers on all Comcast products and internal sales applications. Subject matter expert in high-speed internet, voice, data, video and MetroE.
• Provided sales coaching to Sales Account Executives and Sales Managers by observing sales techniques and evaluating and improving sales performance.
• Determined gaps in sales and product training and recommended and provided training for sales teams on an ongoing basis.
• Developed and facilitated 30-minute sales training workshops for weekly sales meetings to help and improve all areas of the sales process.
• Developed Best in Class Sales Workbook for new hires to provide step-by-step guidelines for the first 90 days of employment and to help reduce ramp up time in the field. Key Accomplishments
Developed and wrote the curriculum and facilitated new voice training workshop to improve and increase voice sales in the Atlanta Market. "Leading with Voice in 2011" became a mandatory national training requirement in all US markets which resulted in improved voice sales and Atlanta ranked #1 in voice sales.
Developed the curriculum and facilitated new sales training workshops for internal sales applications, which reduced the amount of time and streamlined the pre and post sales process.
Developed sales coaching evaluation forms and assessments to use after a sales call to determine sales strengths and weaknesses and provide feedback for areas of improvement. The form in now used on a national level.
Designed and developed quick start sales training guides for account executives to produce reports on their individual territories. This was an easy to use step-by-step guide which provided detailed account information, daily roadmap for new sales calls and appointments which resulted in improved time management and the generation of quality leads.
Facilitated training and daily support for new sales funnel management application which resulted in a seamless transition from the old application to the new without jeopardizing sales results. National Product Trainer and Curriculum Developer/Instructional Designer COX COMMUNICATIONS - Atlanta, GA
June 2007 to February 2010
• Supported commercial business with new voice, video, wireless and data product launches throughout the U.S. by conducting Instructor Led Training on new products to a large group of diverse company employees, including: sales, field service, engineering, supervisors, managers and executives.
• Developed and designed new curriculum to coincide with national product launches. Provided customized product and sales training for U.S. markets as requested. Recommended training delivery methods and materials during initial development with Product Development team and third party vendors.
• Managed Training Leaders remotely in 18 markets to standardize training across all systems to support their training requirements.
• Assessed existing sales training programs and selected a Solutions Selling System to regulate and standardize sales training throughout all markets.
• Provided product updates and sales training and sales coaching to all US Markets via Web Conference
(WebEx).
• Developed new online web based training courses for existing and new products and managed the curriculum online via an internal Cox University LMS website.
• Developed training guides, participants and facilitator's guides, quick start manuals and Product and Sales Job Aides for existing and new products, working closely with product and project management teams.
Key Accomplishments
Trained 18 markets on a new Voice platform, resulting in 70% growth in new voice telecom sales.
Selected as a key presenter for major accounts to support new and ongoing sales.
Designed and produced a training Quick Start Video on new voice product that offered training to a larger audience for a nationwide rollout.
Played key role in helping Cox Communication's National Talent and Development Organization receive Top 125 National Training Awards in 2007-2009.
Trained a beta test account on new-hosted voice solution, resulting in company acquiring largest U.S. voice customer.
Created curriculum model that became the template for all product and sales training nationwide. CPE Specialist/Sales Acquisition Manager II
VERIZON BUSINESS - Atlanta, GA
January 2006 to June 2007
• Generated customer-premise equipment sales for Enterprise Account. Directed account team activities to ensure optimum customer satisfaction and promote high sales growth.
• Developed strategic plans based on industry trending and customer analysis. Designed creative managed solutions to support sales growth.
• Created detailed statements of work, mapping out the total solution with engineering and project management.
• Worked closely with Legal Department on contract negotiations to align with Strategic Partners/Vendors including: Cisco, Nortel, Avaya, Siemens, NEC, Alcatel, Aruba, Polycom, Tandberg and EMC. Key Accomplishments
Achieved and exceeded monthly sales quota in 2006-2007.
Sold a minimum of four new Logo accounts per month expanding Verizon customer base.
Developed and presented "CPE Capabilities" PowerPoint Presentation to Georgia Branch, which became the standard for the entire CPE organization within Verizon Business.
Awarded five new opportunities (each over $1M) based on written responses and on-site presentations from RFPs (Request from Proposals) in 2006.
Helped rebrand company through co-hosting successful customer-facing events for installed base with Cisco and Nortel.
Organized Quarterly Blitz Sales Call Events for entire Atlanta Sales Force improving outreach. Education
Bachelor of Science in Clinical Psychology
Towson State University - Towson, MD
Skills
• Adobe Captivate
• Instructional Design
• Learning Technology
• Microsoft SharePoint
• CRM Software
• Visio
• Curriculum Development
• Product Management
• Pre-sales
• Business Consulting
Links
http://www.linkedin.com/in/paulpisanick901
Certifications and Licenses
Inside Outside Sales Coaching
Present
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