Herschell Briscoe
Chicago,IL
Summary
Strategic and results-driven sales enablement professional with over 11 years of experience designing and executing impactful enablement programs that elevate sales team performance and drive revenue growth. Proven success in aligning sales strategy with business goals, creating high-quality training and onboarding materials, and leading cross-functional initiatives to improve sales readiness and productivity. Skilled in analyzing performance metrics to optimize content and training, coaching teams on best practices, and fostering a culture of continuous learning.
Overview
17
17
years of professional experience
Work History
Sales Enablement Lead
Project44Technology
Chicago, IL
04.2024 - 10.2024
- Created and executed comprehensive training programs that improved sales team performance resulting in over 2 quarters of 100% attainment
- Spearheaded the implementation of sales tools, reducing administrative tasks and improving utilization by 70%, enhancing overall sales productivity.
- Analyzed sales performance metrics and provided actionable insights, leading to a 25% increase in lead conversion rates within six months.
- Designed and curated targeted sales enablement content that improved sales demonstrations and talk tracks, contributing to an increase in client retention rates.
- Established a comprehensive dashboard to track sales team performance against enablement KPIs, leading to timely interventions and a 60% increase in goal attainment.
- Organized and led SDR workshops that fostered knowledge sharing and best practices, increasing team engagement and motivation.
Director, Global Learning & Development
Mark Anthony Group
Chicago, IL
04.2023 - 01.2024
- Company Overview: Consumer Packaged Goods
- Reduced ramp time by 50% by building role specific sales learning paths
- Managed implementation of Docebo LMS platform
- Enhanced skill development by deploying a mentorship program reducing attrition by 25% and promoting from within by 15%
- Drove DEI initiatives
- Built and defined talent management reviews for performance
- Defined leadership competencies as well as sales role competencies to track impact measurement
Director, Sales & Channel Enablement
Braze
Chicago, IL
06.2020 - 01.2023
- Company Overview: Marketing Technology
- Slashed ramp time by 35% by building engaging onboarding program
- Deployed Reseller Enablement program that increased win rate by 30%
- Launched manager workshop creating 22% efficiency with reporting and deal reviews
- Drove win rates for new product from time of release by 42% globally
- Created data driven enablement approach that monitored conversion rates, ACV, competitive win rates
- Built and managed facilitators, designers, and program managers
- Initiated regionalized training to meet needs of global sales team
- Implemented Value Selling methodology and sales playbooks
Sales Enablement Manager
KeepTruckin
Chicago, IL
03.2019 - 03.2020
- Company Overview: Telematics Provider
- Improved ramp time by 58% with new onboarding program
- Addressed skill gaps to improve sales stage conversion by 38%
- Improved sales request turn around time by 60% with intake process
- Managed logistics QBR and SKO
- General manager of Chicago office including hiring, training and managing performance
- Created sales playbooks implementing consultative sales methodology
Sales Enablement Program Manager
Imperva
Redwood Shores, CA
10.2018 - 03.2019
- Company Overview: CyberSecurity SaaS Provider
- Created battlecards improving competitive win rate by 28%
- Created first onboarding program reducing ramp time by 15%
- Organized and SKO for global sales team in 6 weeks
- Implemented MEDDPICC and Command of the Message sales methodology
- Improved time to first deal with just in time e-Learning content
- Provided executive reporting showcasing enablement impact measurement
Revenue Enablement Coordinator
Guidewire
Foster City, CA
07.2015 - 10.2018
- Company Overview: Insurance SaaS Provider
- Reduced onboarding time by 66%
- Deployed just in time video training content improving sales tool use by 45%
- Improved QBR key performance indicators by 16% quarter over quarter
- Launched first in-person sales workshops improving conversion rates by 13%
- Compiled enablement impact measurement for ACV attainment
- Developed the first enablement newsletter and training request tracker in Jira
- Created playbooks incorporating MEDDICC and Challanger Sales methodologies
Sales Training Coordinator
Olympus
San Jose, CA
01.2014 - 12.2014
- Company Overview: Endoscopy Scope Manufacturer
- Created technical content for endoscopy scopes improving ramp time by 25%
- Imrpoved skill application training by consolidated workshop timeframe by 45%
- Designed internal LMS and all content
- Managed document workflow for quality assurance team
Communication & Marketing Consultant
Bank of the West
San Francisco, CA
05.2011 - 05.2012
- Company Overview: Banking
- Improve SEO and SEM by identifying influencers and providing constituent targets
- Created internal content for the intranet
- Increased viewership and content hits by 15%
- Filmed and edited bank campaigns for hiring programs
- Managed admin group announcements to ensure quality messaging
Training Coordinator
Apple Inc.
Cupertino, CA
06.2007 - 04.2010
- Company Overview: Hardware & Software Company
- Set up venues for domestic and international training for over 150 store locations
- Facilitated large technical product trainings for in store sellers
- Created training inventory tracking system
Education
Electronic Communications & Media
San Francisco State University
San Francisco, CA05.2008
Skills
- Sales Coaching
- Performance Analysis
- Sales analytics
- Content Development
- Competitive Analysis
- Training delivery
- Data-driven decision-making
- Sales Reporting
- Sales Training
- Consultative Selling
STRENGTHS
- Performance Strategist Deploying data driven onboarding and ongoing training programs driving revenue results
- Facilitation Expert Building and executing engaging training events that keep learners engaged
- Sales Tool Expert CRM, Outreach Tools, Content Management Systems
- Mac Proficiency iWork, iStudio
- Enablement Expert Creating standardization, reinforcement, testing, and just in time revenue support via LMS, in-person, and virtual programs
- Certification Expert Developing competency and skill badges supporting sales tasks and driving standardized performance
- Complex SaaS Training Experience Proven track record of revenue improvement within a variety of complex SaaS industries
References
References available upon request.
Timeline
Sales Enablement Lead
Project44Technology
04.2024 - 10.2024
Director, Global Learning & Development
Mark Anthony Group
04.2023 - 01.2024
Director, Sales & Channel Enablement
Braze
06.2020 - 01.2023
Sales Enablement Manager
KeepTruckin
03.2019 - 03.2020
Sales Enablement Program Manager
Imperva
10.2018 - 03.2019
Revenue Enablement Coordinator
Guidewire
07.2015 - 10.2018
Sales Training Coordinator
Olympus
01.2014 - 12.2014
Communication & Marketing Consultant
Bank of the West
05.2011 - 05.2012
Training Coordinator
Apple Inc.
06.2007 - 04.2010
Electronic Communications & Media
San Francisco State University
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