Years of Experience
Milissa White
Global Sales Learning & Development Leader | Change Management Influencer | Transformation Driver | Board Member | Coach
DISCOVERY BAY,CA
Summary
Accomplished in diversifying training programs and expanding course offerings to handle larger numbers of enrollees. Well-versed in developing courses for new topics and adjusting existing classes to meet changing demands. Hardworking and disciplined leader with advanced conflict resolution skills, good organizational abilities and proactive approach.
Overview
22
22
5
5
Certification
Work History
Senior Sales Enablement Manager
Coupa Software Inc
San Mateo, CA
07.2019 - 06.2023
- Continually strive for excellence to create world-class enablement experiences for sellers by challenging the status quo, pioneering innovative techniques, and incorporating new technology.
- Designed, delivered and maintained Sales onboarding programs.
- Assisted with onboarding new employees by conducting orientation and company-wide or job-specific training.
- Designed training modules implementing strategic business practices and organizational behavior training concepts.
- Analyzed each department's training needs and developed new training programs based upon data collected.
- Mentored team members to succeed and advance within department and company.
- Managed training calendar for entire fiscal year, including setting course plans, training spaces and department rotations.
- Created testing and evaluation procedures to assess performance before, during and after training sessions.
National Sales Enablement Manager
Comcast Business
07.2014 - 03.2019
- Oversaw all aspects of Field Business Sales Enablement, responsible to ensure Field Sales organization is equipped with the right content, skill set, and productivity tools to maximize sales growth and customers success coast to coast.
- Responsible for new hire onboarding and sales performance improvement.
- Identify, own, and implemented enablement programs to support the growth, retention, and productivity of the sales organization, specifically focusing on decreased time to first sale and increased rep productivity.
- Wrote, published, and implemented onboarding toolkit and dashboards.
- Solely created 700+ pieces of leadership content to support McKinsey and Miller Heiman Solution selling programs.
Division Sales Coach Manager
Comcast Business
Livermore, CA
08.2012 - 07.2014
- Successfully managed a team of 8 sales coaches to ensure brand standards, KPI's and sales drivers are simple, commercially applicable and measurable, and clearly understood and communicated
- Provide coaching and direct feedback to individuals that will result in behavior changes, resulting in immediate and long-term success.
- Partner with the Training Department to design training curricula within time and budget constraints.
- Took ownership of creating and developing performance plans and reporting on the progress of the team.
- Managed budget, contract negotiations, and vendor relationships.
- Facilitated long-range planning of learning and development resources to ensure the timely delivery of quality products, services, and customer solutions.
- Designed curriculum and wrote training material to enhance skill development and learning.
- Facilitated and developed structured courses both web-based and in-person.
- Executed a management training program for high-performing associates to further skill development.
- Delivered critical training for new products, processes, and selling skills.
Senior Sales Program Manager
Comcast University
Livermore, CA
11.2007 - 09.2012
- Oversaw a 6-member team supporting a high volume of Telcom B2B Account Executives.
- Monitored the performance of the sales team and implemented improved methods to close gaps.
- I liaised with Human Resources to assist in filling open sales positions and promote the seamless onboarding of new hires.
- I Monitored, evaluated, and recorded training activities or program effectiveness.
- Obtained and organized manuals, guides, and visual materials for development and training purposes.
- Evaluated training materials prepared by instructors and offered actionable suggestions for improvement.
- Coached, mentored and trained personnel to create positive working environment.
- Oversaw program compliance with requirements, schedule and budget.
Regional Sales Manager
Comcast Business
Livermore, CA
01.2003 - 01.2007
- Top-ranked sales manager recognized for contributions to record-setting sales figures, territory expansion and new account development.
- Hired and motivated high-performing 5 person sales team achieving over 110% annual YOY.
- Offer behavioral coaching on in-depth understanding of the sales cycle process and remain focused on customer satisfaction throughout all stages.
- Led sales planning, development and account management to grow existing accounts and establish new sales accounts.
- Built sales forecasts and schedules to reflect desired productivity targets.
- Analyzed regional market trends to discover new opportunities for growth.
- Prospected, identified and cultivated relationships with contacts to promote product lines and solutions.
Product Sales Director
All Systems Cabling
San Ramon, CA
01.2001 - 10.2003
- Partnered with sales and marketing teams to devise pricing models, messaging and sales collateral.
- Controlled timelines/cost/design, vendor qualification and present/future cost analysis.
- Liaised with partners to gain detailed understanding of business model, growth strategy, product portfolio and customer base to identify new revenue opportunities.
- Collaborated with customers, partners and internal teams to drive product vision and project prioritization.
- Developed and managed product requirements by organizing documentation, feature requests and tickets for implementation.
- Partnered with sales and marketing teams to devise pricing models, messaging and sales collateral.
Education
Business Administration and Management, General
University of Phoenix
Psychology
Diablo Valey College
Skills
- Profit and Revenue-Generating
- Persuasive Negotiations
- Decision Making
- Interdepartmental Collaboration
- Risk Mitigation
- Strategic Planning
- CRM Software
- Product and Service Management
- Pipeline Management
- Market and Competitive Analysis
- Sales Strategy Development
- Market Trend Analysis
- Staff Training and Development
- Relationship Building
- Team Recruiting and Onboarding
- Sales Process
- Sales Operations
- Lead Generation
- Prospecting Skills
- Consultative and Relationship Selling
Certification
- CCENT - Cisco Certified Instructional
- Certified Miller Heiman Sales Process
- Certified McKinsey sales Negotiations
- Certified MEDDIC Sales Process
- Certified MentorCoach (CMC)
Timeline
Senior Sales Enablement Manager
Coupa Software Inc
07.2019 - 06.2023
National Sales Enablement Manager
Comcast Business
07.2014 - 03.2019
Division Sales Coach Manager
Comcast Business
08.2012 - 07.2014
Senior Sales Program Manager
Comcast University
11.2007 - 09.2012
Regional Sales Manager
Comcast Business
01.2003 - 01.2007
Product Sales Director
All Systems Cabling
01.2001 - 10.2003
Business Administration and Management, General
University of Phoenix
Psychology
Diablo Valey College
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