Lonna Hobbs
Nashville,TN
Summary
A results driven and innovative professional with 8 years of proven success. Known for exceptional relationship building, adaptability, and a collaborative approach, leveraging extensive experience to impact others. Possessing excellent problem-solving, communication and interpersonal skills, a track record of consistent over-attainment speaks to dedication to achieving results. Commitment to delivering unparalleled customer satisfaction sets me apart as a trusted partner in driving mutual success.
Overview
8
8
years of professional experience
Work History
Advisor, Sales Operations
Dell Technologies
11.2021 - 09.2022
- Corporate Trainer, responsible for coaching and cultivating a high-performing team of newly onboarded Inside Sales Representatives (ISRs) across both the USA and Canada.
- I delivered a comprehensive 13-week curriculum on PowerPoint to training classes of 20-25 individuals, offering feedback and guidance on test presentations, roleplay, pitches, and weekly assessments, resulting in successful ramping of ISR's to excel in their roles
- Achieved rapid and efficient onboarding of new employees, equipping them with essential skills to utilize company tools within a mere 13-week timeframe
- By meticulously crafting quote requests that mirror real-world business requirements, I enabled trainees to develop practical skills and insights, preparing them to confidently address authentic challenges they'll encounter in role
- I offered valuable feedback and personalized one-on-one tutoring whenever necessary, ensuring each individual had the support and guidance they needed to excel in their learning journey
- Consistently driving excellence, I assisted in quarterly revisions of curriculum, ensuring our training materials remained current and aligned with latest industry trends and best practices
- Utilized PowerPoint and Excel to skillfully create new training materials, integrating latest products, selling techniques, and procedures into the Sales Academy program
- Adapted to unexpected changes, I facilitated adjustments to daily/weekly training schedule, ensuring our program remained on course even in the face of unforeseen challenges
- Fostered vibrant team atmosphere by utilizing and designing engaging games and activities, nurturing Dell culture among new hires, infusing a sense of camaraderie that energized and unified new recruits
- Lead weekly meetings for new hires, providing a platform for them to be introduced to Segment Leadership, fostering strong connections between leadership and new recruits
- Lead Culture team for Dell Sales Academy leadership, driving our collective cultural development. Leveraging strong partnerships with external stakeholders, I secured funding for various enriching activities and played a pivotal role in planning events that significantly enhanced our team's overall culture
ISR 3, Medium Business, Strategic, West
Dell Technologies
02.2019 - 11.2021
- As a dedicated Account Manager (AM), I delivered exceptional customer service and managed relationships with a portfolio of 400 accounts in the cutting-edge market of San Francisco, CA
- I carried forward and replicated all the achievements from the ISR 2 role as I moved into the ISR 3 role, demonstrating consistent excellence, delivering and expanding upon the same impactful results
- As an AM, I adeptly oversaw a dynamic set of accounts with challenging quotas ranging from 1-1.8 million, consistently demonstrating the skill and dedication required to drive substantial business outcomes
- Consistently exceeded expectations, achieving a 185% rolling 4-quarter average in my final year, and maintaining an outstanding track record of over-attaining quota by 130%-150% every year prior
- In my final quarter, I achieved a remarkable 276% quota attainment by tripling the expected revenue for a key deal, showcasing my ability to consistently drive exceptional results
- Strategically focused on cultivating and expanding high-value accounts, fostering growth both in terms of increased spending and by targeting accounts with higher market values
- Consistently met daily KPI requirements, making 30-35 calls and engaging in 2.5 hours of talk time uncovering more robust solutions, driving account growth and ensuring top-tier customer satisfaction
- As a tenured AM, I actively contributed to the team's success by serving as a mentor to new hires, sharing my expertise and helping them develop the skills needed to excel in their roles
Inside Sales Representative 2, Customer for Life
Dell Technologies
04.2015 - 02.2019
- Successfully managed 450 Small Business accounts in Southern Mississippi before transitioning to oversee 425 Small to Medium Business accounts in San Francisco, CA
- Maintained annual average quota attainment of 100%-140%, consistently surpassing targets and driving exceptional results
- Consistently met KPI expectations, making 40 calls per day and dedicating minimum of 2 hours to valuable talk time, driving effective communication with clients
- Exhibited consistent success in developing and nurturing previously low-spending accounts through strategic combinations of pricing strategies, value-based solutions, and insightful product testing, turning them into valuable revenue streams
- In the unique role as Customer for Life AM, I seamlessly delivered both client and enterprise solutions, leveraging strategic VAR (value added reseller) relationships for more robust enterprise offerings for customers
- Excelled in collaborating with Dell internal teams, synergized efforts to deliver unparalleled customer service and holistic solutions
- Leveraged industry critical Dell partners such as VMware, Microsoft, Adobe, RSA, and SecureWorks to meticulously craft customized solutions, addressing unique client needs
- Through a well-executed strategy that involved targeted cold calls, engaging warm leads, diligent follow-ups, and nurturing customer relationships, I consistently maintained 3:1 pipeline-to-quota ratio
- Fortified relationships fostering strong customer partnerships, leveraging value-based solutions, adept problem-solving, and active listening to customers individual needs
- Provide prompt and accurate responses to customer inquiries about product details, pricing, and availability, ensuring needs are met and customers have information necessary to make informed purchasing decisions
- Consistently stayed up to date on product portfolio, ensuring that I possessed current and comprehensive knowledge
- Efficiently set up new accounts, established customer credit lines, and facilitated implementation of suitable payment methods, ensuring a seamless onboarding experience for customers
ISR Support for Dell Technologies
TA Staffing
05.2014 - 04.2015
- Supported ISRs within Dell Channel, playing a crucial role in providing essential assistance to team members, ensuring seamless operations and empowering them to excel in their client interactions
- Efficiently generated IT hardware quotes for a team of 12 ISRs, who oversaw accounts for VARs and Dell Partners
- Managed account maintenance, involving meticulous pipeline cleanup, prompt responses to daily inquiries via email and phone calls, and ensuring accuracy and completeness of purchase orders while efficiently placing orders, contributing to smooth operations and client satisfaction
- Collaborated closely with order processing teams, swiftly addressing and rectifying any issues that arose with online-placed orders, ensuring seamless and error-free experiences for customers
- Engaged seamlessly with customer care and escalation teams, effectively resolving any issues customers encountered, ensuring their satisfaction
- Guided VARs and Partners to their personalized online Premier page, where they could access valuable tools and information to enhance their overall experience and success
Education
Associate of Arts - Graphic Design
Kaplan College (DBA Hagerstown Business College)
Hagerstown, MDSkills
- Determination
- Problem Solver
- Critical Thinking
- Corporate Communication
- Leadership
- Interpersonal Skills
- Effective Selling Strategies
- Coaching and Mentoring
Websites
Accomplishments
- ISR of the Quarter - 276% quota attainment, achieving Top Performer in MB Strategic West
Additional Information
Employee Resource Group Memberships
- Women in Action
- Pride
Timeline
Advisor, Sales Operations
Dell Technologies
11.2021 - 09.2022
ISR 3, Medium Business, Strategic, West
Dell Technologies
02.2019 - 11.2021
Inside Sales Representative 2, Customer for Life
Dell Technologies
04.2015 - 02.2019
ISR Support for Dell Technologies
TA Staffing
05.2014 - 04.2015
Associate of Arts - Graphic Design
Kaplan College (DBA Hagerstown Business College)
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