Sales Training
Open To Work
Lori Leenay Nazos
Cardinal Health
Aurora,Illinois
Training leader specializing in instructional design coaching and field-ready sales enablement. Develops commercial learning programs for technology rollouts in complex pharmaceutical and medical sales environments. Improves team performance through practical, job-ready training solutions.
1
Certification
27
Years of experience
Work History
Manager of Pharmaceutical Sales Training Team
7 Years 2 Months
Cardinal Health | 08.2019 - 10.2026
- Promoted to manager pharmaceutical sales training, providing guidance and coaching to blended team of 10 learning and development professionals.
- Led design and delivery of sales training programs for 700 sales representatives and leaders across pharma and nuclear medicine segments, aligning content with business priorities and improving performance.
- Implemented case management tools across pharma segment, benefiting 700 sales team members in 12 business areas.
- Developed finance fundamentals and deal modeling training to enhance core commercial skills.
- Delivered time-sensitive compliance training for Corporate Integrity Agreement.
- Supported rollout of learning strategy for major technology initiative.
- Contributed to 9% rise in SOURCE Generics and 2% improvement in customer retention.
Manager of Build Team
2 Years
Cardinal Health | 01.2022 - 01.2024
- Manager (promotion from Senior Learning Business Partner) Provide strategic coaching and direction for 10-member blended team of learning and development professionals for content creation and execution for sales training programs across both Pharma and Medical Segments totaling 1500 sales reps and respective sales leadership. Current project strategies include LMS automation, SharePoint integration using advanced Microsoft Business Integration tools and Fielding Training Programs. Championed award-winning global projects developing international learning modules and new product launches.
- Key Areas of Impact:
- Brandon Hall GOLD Winner for Sales Performance: Best Unique or Innovative Sales Training Program - Sales Mastery Program
- Developed and launched
- Medical solutions reporting sets
- For seven curricula redesigns, including Sales Leader Guides for coaching and sustainment; integrated data feeds into scoreboards by Q2.
- Partnered with leadership to deliver a successful
- USMPD virtual national sales meeting
- And completed priority Med Specialty projects (LARFO, OMNI).
- Advanced
- Pharma HSOP training
- aligning marketing and training strategies for improved execution.
- Established
- Academy SOPs
- To standardize processes and ensure consistency across learning programs.
Senior Learning Business Partner
2 Years 5 Months
Cardinal Health | 08.2019 - 01.2022
- Developed solutions aligning with business objectives for employees and management in Medical Specialty Division, including Enteral Feeding, Compression, Cardiology, Negative Pressure Wound medical devices, and OptiFreight Logistics. Consulted management on learning-related issues, represented learner interests, and acted as a change agent. Assessed and anticipated learning needs for business functional training, role-based training, onboarding, leadership, and professional development to create integrated solutions with international support and strategic oversight.
- Key Contributions & Overall Impact:
- Launched first division onboarding program integrating action learning elements on the LMS and application-based activities in the instructor-led sessions.
- Produced a winning formula of a prospect to purchase exercise with graded rubric to demonstrate skill in the product knowledge and sales process.
- Rebuilt new hire product training for Acute Sales Team which resulted in 60% less time in a classroom setting and focused field-based program to extend problem solving and sales application.
- Created onboarding curriculum for OptiFreight Account and Sales Teams, adding 20 new learning objects and evaluative elements to enhance training effectiveness.
- Constructed a systematic process for developing learning plans in Cornerstone platform, streamlining training design and implementation.
- Transformed advanced product training by inserting the right level of disruption to rebuild the sales mastery program, bringing new ideas and innovation
- Developed an application-based exercise to support the OptiFreight new Value Proposition messaging.
- Charter member of global team creating regionally based curriculum for new product offering
- Mentor and coach other members of the Sales Academy on best practices for optimizing the Cornerstone platform.
Manager, Training & Continual Education
2 Years 2 Months
AmerisourceBergen | 06.2017 - 08.2019
- Directed training strategy for 150+ call center staff, focusing on onboarding and performance programs.
Senior Sales Trainer
1 Year
Billtrust | 05.2016 - 05.2017
- Directed design and execution of company's first formalized training program, establishing a structured approach to employee development. Led development and implementation of ongoing training programs, including new hire orientations, to enhance focus on operational performance across sales, client relations, business development, pre-sales, and marketing.
- Trained Billtrust sales teams on invoice-to-cash platform features and positioning.
- Developed onboarding sessions for new hires across Billtrust revenue teams.
- Led product demos for Billtrust solutions during sales training workshops.
Talent Development Manager, Sales
2 Years 5 Months
Press-Ganey Associates - Chicago, Illinois | 05.2013 - 10.2015
- Facilitated onboarding sessions for new sales representatives
- Delivered product knowledge workshops across sales departments
- Reviewed sales performance gaps to update training content
- Developed coaching guides for field sales managers
- Mentored trainers on presentation methods and classroom delivery
- Coordinated learning plans for employee onboarding and role readiness.
Senior Manager, Sales Training & Operations
13 Years 7 Months
Wolters Kluwer (formerly CCH) | 10.1999 - 05.2013
- Developed national sales training programs for field and inside sales teams.
- Partnered with sales leadership to align training content with business priorities.
- Created training guides, playbooks, and presentation materials for product launches.
- Coached sales managers on coaching methods and training standards.
- Led workshops on sales process, product knowledge, and customer messaging.
- Delivered onboarding sessions for new sales hires across multiple regions.
- Evaluated training needs through feedback, observations, and performance reviews.
Education
Bachelor of Arts - Communication and American Studies
State University of New York At Geneseo - Geneseo
Skills
Coaching and mentoring
Sales training strategies
Cross-functional supervision
Program improvement
Training techniques
Relationship building
Stakeholder relations
Content training
Personal Information
Sales Training
Certification
- Professional Certificate Certified Richardson Consultative Sales Selling and Developmental Coaching - Trainer
- Professional Certificate Coaching Association for Talent Development
- Professional Certificate Mobile Learning Strategy E-Learning Guild
- Adult Learning Education Certificate Nazareth College
Accomplishments
- Key Leadership & Project Achievements:
- Served as the catalyst and chief designer for the OmniTM Enteral Feeding Pump training program, enabling a revenue impact of $12.6M with a 30% margin from the sale of 53K units in FY24. This initiative elevated client engagement and positioned learning solutions as a direct driver of business growth.
- Transformed Team Capability: Assumed over leadership of Pharma Learning Business Partners, elevating their role to strategic performance consultants; drove redesign of Finance Fundamentals Deal Modeling and led planning for the Pharma National Sales Meeting.
- Brandon Hall GOLD Winner for Sales Performance: Best Unique or Innovative Sales Training Program - Sales Mastery Program
- Case Management Project
- Transitioned from coaching to direct accountability for outcomes impacting 700 sales team members in 12 business areas.
- Re-established collaboration with the Customer Enablement team, showcasing its value.
- Reduced customer resolution time by 50%.
- Enabled stronger partnerships between enablement and sales teams.
- Contractual Process Standardization
- Led a high-visibility compliance initiative improving understanding of contractual processes.
- Reduced compliance risk related to federal healthcare program exclusions.
- Delivered SPD contractual process training to 40+ Specialty Physician Practice sales team members.
- Ensured alignment with requirements for compliant contracting and sales practices.
- Finance Fundamentals & Deal Modeling
- Designed and deployed a learning strategy supporting a major technology initiative.
- Developed finance curriculum improving:
- 1520% performance on Cost Plus/Cost Minus/GP questions.
- 17% increase in Basis Point Calculation proficiency.
- Contributed to 9% rise in SOURCE Generics and 2% improvement in customer retention.
- Program under consideration for a Brandon Hall award.
Recognized for:
Strategic Leadership: Expert in aligning talent development initiatives with corporate objectives to maximize ROI and enable sustainable growth., Cross-Functional Influence: Adept at mobilizing internal Subject Matter Experts and stakeholders to achieve shared goals and deliver mission-critical projects., Modern Learning Solutions: Deep understanding of adult learning principles and leveraging digital, mobile-first methodologies to enhance engagement and scalability., Sales Enablement Expertise: Experienced in coaching sales processes and integrating product training across diverse market segments to improve revenue performance., Customer-Centric Approach: Committed to building high-performing, customer-focused teams that deliver exceptional experience and measurable impact.
Timeline
Manager of Build Team
Cardinal Health
01.2022 - 01.2024Read more
Manager of Pharmaceutical Sales Training Team
Cardinal Health
08.2019 - 10.2026Read more
Senior Learning Business Partner
Cardinal Health
08.2019 - 01.2022Read more
Manager, Training & Continual Education
AmerisourceBergen
06.2017 - 08.2019Read more
Senior Sales Trainer
Billtrust
05.2016 - 05.2017Read more
Talent Development Manager, Sales
Press-Ganey Associates
05.2013 - 10.2015Read more
Senior Manager, Sales Training & Operations
Wolters Kluwer (formerly CCH)
10.1999 - 05.2013Read more
State University of New York At Geneseo - Bachelor of Arts, Communication and American Studies
Read more