Keith Gilbert

• Interviewed sales leadership globally to identify their team needs and skill gaps of sellers
• Conducted 'voice of the field' survey of sellers and sales managers to create accurate data to aid in project identification and prioritization
• Developed (buy/build) enablement and training solutions to close seller skill gaps.
• Designed and implemented a sales manager coaching program to teach managers how to coach and focus on each team member's development, to maximize their performance. Launched program to cohorts of ~20 participants in ~240 workshops n=~5000 in face-to-face workshops globally, CSAT Score 4.8/5
• Coached and counseled sales managers who attended the program, assisting them with their individual coaching challenges

• Managed a 12 person global sales enablement team
• Worked closely with sales leaders globally to establish trust, become an extension of their teams, and identify their training and enablement needs
• Ran 'Voice of The Field' surveys to capture accurate feedback and data from sellers and sales managers
• Owned new hire onboarding, focused on quickly ramping up new hires to become financially productive ASAP
• Introduced and launched a 'Value Selling Sales Methodology' to ~4200 sellers globally. This increased the average deal size up to 100%+ and shortened the sales cycle by 30%. This increased quota attainment by 27% with 90% of all sellers achieving quota in specific teams.
• Developed role based skill assessments for all customer facing roles, to identify seller skill gaps and allow managers to coach to them
• Developed role based learning journeys for all customer facing sales roles
• Launched a 3rd party strategic account planning and management program globally to drive revenue growth from key accounts
• Worked with technical and product marketing teams to develop playbooks, battle cards and blended product and solution enablement content for seller consumption
• Managed 3rd party relationships to deliver soft sales skill training solutions globally
• Implemented a new Sales training and LMS platform 'MindTickle' to help track seller training consumption, knowledge retention, certification, pitch delivery and effectiveness
• Owned sales tool and tech platform training CRM/LMS

• Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
• Established, initiated and optimized business development strategies based on company targets, new solution developments, market data, and budget factors.
• Built and delivered customer demos of the SalesStar SaaS solution
• Leveraged industry trends and competitive analysis to improve customer relationship building.
• Negotiated, prepared, and signed contracts with clients.

• Led a 50+ member national sales team with 5 direct sales manager reports, selling complex Safety, EMC, SAR, OTA, WiFi, NFC, Bluetooth testing and certification solutions to SMB and Enterprise customers.
• Forecasted sales and established processes to achieve sales objectives and related metrics.
• Developed sales strategy based on research of consumer buying trends and market conditions.
• Remained responsive to changing business targets by preparing monthly, quarterly and annual sales reports and forecasts.
• Coached sales managers on how to coach their sales teams to maximize their development and performance
• Liaised with marketing and product development departments to maintain sales team knowledge of current and developing solutions and to manage brand consistency.
• Directed technical sales support staff in tasks to help sales reps close deals.

• Managed national sales programs, supervised 15 sales representatives and evaluated KPIs for promotional opportunities.
• Drafted comprehensive sales incentive plans and approved budget expenditures to meet business goals.
• Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
• Introduced a 'Value Selling' sales methodology to the team to help sellers focus on business issues and selling value to the customers.
• Launched and coached the Miller Heiman LAMP strategic account sales methodology to the sales team which resulted in increased strategic account year on year growth in those accounts of 20% to 50%+
• Forecasted sales and established processes to achieve sales objectives and related metrics.
• Directed technical sales support staff in tasks to help sales reps close deals.
• Ensured all accounts were consistently serviced to maintain active contacts and continuously promote profitable offerings.
• Developed and ensured sellers gave value focused presentations to each customer, driving dramatic revenue growth across key vertical industries including Automotive, Healthcare, Manufacturing, Technology and Materials.
• Connected with prospects through trade shows, cold calling and local-area networking.
• Exceeded targets by bringing in top sales talent to 'up level' the team and then coaching, directing, and motivating what became a high-performing sales team.