Nick Lawrence

Sales Academy, Global Sales Enablement

Databricks

Manager, Global Sales Enablement

Snowflake

Sales Enablement Professional

Curriculum Design Manager, Learning Experience

People.ai

Leading the development of a value and methodology-based curriculum for the People.ai sales team. 

Serving as an integral member of the Sales Enablement team, I'm responsible for designing the curriculum and training content to improve sales productivity by partnering with Sales to assess learning needs and create the appropriate learning experiences to address them. 

Applying adult learning principles, learned from my Master Instructional Designer Certification, to ensure program effectiveness by incorporating ongoing assessment and continuous learning.

Incorporating measurement, support and accountability components to all programs, learned from my Kirkpatrick Model of Evaluation Certification, to evaluate the degree to which targeted outcomes occur as a result of the program.

Specific responsibilities:

- Partner with Sales, Marketing, and Product to capture curriculum requirements 
- Assess current training programs and content
- Design a role-based curriculum for Sales Reps and Sales Managers
- Capture content and best practices from company-wide SMEs and apply adult learning principles in building training materials
- Develop online and instructor-led training materials in different media formats
- Develop skills assessment and evaluation framework to ensure program effectiveness
- Update and maintain content in LMS/CMS at frequent intervals

Lead Instructional Designer

Hyland

As part of the Sales Academy team at Hyland Software, I am responsible for designing, creating, executing, refining and maturing the tools and content utilized for training programs that enable best-in-class selling for the company's sales employees and partners.

Specific responsibilities include:
- Design, create, refine and maintain tools and content for sales academy initiatives that is relevant, accessible, timely and meets the evolving needs of sales employees
- Assist, in collaboration with defined subject matter experts, in the generation of content and design elements for video based training courses
- Coordinate and track, in collaboration with Translation Services, the translation of standard course materials into required languages in support of our global sellers
- Facilitate the delivery of specific courses in various mediums including classroom, self-study and videos
- Understand and educate sellers on the main processes, procedures and line of business systems utilized within the Sales department
- Understand available capabilities and solutions of specific company industries
- Utilization of a Learning Management System (LMS) to track achievements and allow sales management visibility
- Utilization of Project Management software to ensure projects and initiatives are completed fully and on time
- Measure key outcomes and training ROI
- Support members of sales academy and overall sales organization, including the sales executives
- Work closely with new, tenured and promoted sales employees to accelerate success
- Grow knowledge and be aware of best practices and market trends

I'm responsible for assisting and supporting the day-to-day activities of Sales Account Managers while developing critical sales skills with the objective of effectively transitioning to an outside sales job in the Hyland Sales organization.

Specific responsibilities include:

-Assist Account Managers with entering information to Saleforce CRM; ensure accuracy and timeliness of inputs

-Perform Salesforce CRM data audits; ensure all data is up to date, accurate and in compliance

-Provide information and support for RFP/RFQ/RFI requests

-Participate in lead registration process; call and confirm registration facts

-Accompany Account Managers to customer meetings; actively participate in meeting

-Assist with sales, conversion and up-sell campaigns; manage email distributions and participate in phone campaigns

-Assist with OnBase sales classes and reseller/customer visits

-Provide direct support and coaching to customers/partners; operate as their liaison to Hyland resources

-Work as a liaison between Account Manager and Order Processors to resolve question or issues related to client invoices or billing questions

-Complete self-directed training plan which includes modules on solution selling, OnBase products and solutions, and Hyland operational processes

Sales Support Representative

GenToX

Pharmacogenomics is the study of a person's unique genetic makeup to determine their ability to metabolize drugs into their active forms. A brief description of my efforts include:

•Marketing and promotion of pharmacogenomic testing services to healthcare providers throughout the United States

• Promotional activities such as trade shows, service presentations and sales calls 

• Provide after-sale support to providers such as alternations and cautions for medication and continually provide clinically significant data

Sales Consultant

ProStar Marketing

- Contracted products and services to customer bases solely established for Cooper Disposal and Benjamin Obdyke

- Traveled to over 100 sites, including follow-up sales calls, in efforts of obtaining contracts and increasing sales revenues for Cooper Disposal

- Conducted and observed numerous meetings in order of initiating new contracts for Cooper Disposal and Benjamin Obdyke

- Gained valuable experience in the operations of various sales and business transactions

Independent Sales Representative Intern

I build "Enablement Environments" that enable reps to produce the outputs that determine performance.

As a certified Master Instructional Designer, Change Management and Sales Effectiveness Professional, my experience in Human Performance Management and sales best practices enable me to design highly relevant sales programs made up of accessible information, support assistance, communication, reinforcement, scenario-based eLearning courses, performance training, and OTJ coaching that accelerate and maintain sales productivity. 

I spent five years on the Purdue wrestling team, where I received All Big Ten honors, qualified for the NCAA tournament, and won the 2015 Most Dedicated Wrestler award at Purdue University. The sport of wrestling has instilled exceptionally high levels of accountability, ownership and dedication in me. The most influential lesson I took away from the sport was to "get comfortable while being uncomfortable." I'm able to maintain a high-degree of energy and enthusiasm when adversity strikes.

Most importantly, I'm a husband and father of two young daughters. Sharing my love of exploring nature, hiking through the woods, and reading books with my family has been the most enjoyable and rewarding experiences of my life. In fact, I'm so passionate about learning and development that my wife and I are homeschooling our daughters.

Don’t train people for skills. 

Yes - they should develop skills through the process, but it’s not the goal. 

(At least if your goal is to improve performance)

Instead, training people for the outputs they need to produce OTJ in order to achieve their job goals. 

Things like:

- territory plan
- account plan
- point-of-view
- new conversation
- sponsor / champion
- current state analysis
- future state assessment
- proof of concept
- business case
- proposal
- contract
- etc

Take a “current state analysis” as an example. 

Most people train general discovery skills. 

Again, those aren’t irrelevant. They should be included. But they aren’t the point. 

But we should train in the context of producing the output. 

- what tasks do they complete in the process of producing one?

- what conversations do they have?

- what must they say/do during the conversations?

- what tools/resources might they use?

- what must they know?

- what skills must they apply?

Match the training contexts to the work contexts and focus on what it is all leading to. 

——

The goal of training is to improve performance. 
Skills are a means to that end.

Outcomes, Outputs, & Obstacles || Enabling reps to achieve outcomes and produce outputs by removing obstacles @ Databricks

5 simple questions to transform enablement into a performance function:

1) What is the business goal (the problem/opportunity)?

2) What are the performance expectations (what to accomplish and produce)?

3) Why aren't they meeting expectations today (what are the obstacles)?

4) How will we ensure they meet expectations (what are the needs)?

5) How will we tell if it's working (what will we measure)?

__

The effectiveness of your enablement depends on the quality and depth of these answers.

Sam Moody

HiBob

Global Director of Sales Enablement

SHI International Corp.

Director of Strategic Development - Onboarding and Enablement Programs

Manager of Strategic Development Programs

Sr. Sales Enablement Manager

Sales Enablement Manager

Field Sales Enablement

East Regional Manager

Sr. Inside Account Executive - Team Lead

SHI is a global provider of information technology products and solutions. Dynamic, scalable, innovative solutions delivered with world-class customer support have made SHI the complete IT solution provider it is today. From software and hardware procurement to Microsoft Licensing Management, deployment planning, configuration, data center optimization, IT asset management and cloud computing, SHI offers custom IT solutions for every aspect of your environment.

Inside Account Executive

Paleontological Research Institution and its Museum of the Earth

The Paleontological Research Institution's Museum of the Earth was established in 2003 to provide the general public with a unique opportunity to explore our world through a mix of natural history displays, interactive science features, and art exhibitions. Through hands-on, visual exhibitions and outreach, the Museum of the Earth encourages critical thinking about life on Earth in the past and today, and how our species is affecting the natural world.

PRI and its Museum of the Earth are separate from, but formally affiliated with nearby Cornell University, and interact closely with numerous University departments in research, teaching, and public outreach.

- On a day to day basis, managed over 200+ volunteers and interns while identifying issues and focusing
   on solutions concerning the logistical operations of the museum and the research institution. 
- Cultivated and retained new relationships with local businesses and strong community members
- Used Oracle and SaaS to focus on solutions concerning the logistical sales operations of museum ticket 
   sales, rental space, store, exhibits, publications, and specimens  
- Improved process for receiving annual funding for interns by working more hand-in-hand with donors                                                                
- Assisted in conceptual creation and evaluation of newly installed interpretative material for families, 
   adults and children
- Lead Exhibit staff in creating evaluation prototypes and evaluating visitor responses via Microsoft Excel 
  to test new content delivery methods
- Managed 200+ volunteers and interns while increasing program recruitment by 21% 
- Researched and managed spending budget and revenue forecast reports for Museum

Assistant Director of Museum Operations

Global Director of Sales Enablement - HiBob // Co-Chair of NYC WiSE

I am a passionate, programmatic enablement leader with 11 years of experience with sales, personal and professional development, leadership development, coaching, change management and problem solving. Being creative drives me, and I enjoy taking a data-driven approach to understanding and educating on the behaviors needed to accelerate performance, increase sales team productivity, and multiply enablement impact to the business.

With a certification in Maxwell Leadership Values, my leadership style focuses on people coaching while also empowering those around me to be aware of their potential and improve their craft. I thrive in fast-paced, flexible environments and invest in myself to improve my own skills.

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