Rachel Borges
Ocala,FL
Summary
Training professional with extensive leadership experience in staff development, process and productivity improvements, performance management, and curriculum design. Successful at developing and improving training programs for employees at all levels. Good communicator, planner, and conflict manager with an advanced understanding of training needs for each department. Expertise in sales skills, product, systems, and process development and enablement.
Overview
24
24
years of professional experience
Work History
Director of Sales Enablement
Accuris
07.2022 - Current
- Designed and executed a new Global Sales Enablement program focused on changing the sales organization from transactional sales of content to solution selling of SaaS technology.
- Collaborated with executive level to design and implement new sales processes and behavioral changing programs.
- Leveraged data-driven insights to assess individual performance improvement following participation in sales training initiatives.
- Established a culture of continuous learning within the sales organization by promoting ongoing professional development opportunities.
- Delivered leadership development sessions aimed at honing the managerial acumen of aspiring Sales Managers.
- Boosted sales team performance by implementing comprehensive training programs tailored to individual strengths and weaknesses.
- Spearheaded efforts acquiring, implementing, and maintaining a comprehensive repository and LMS for training materials that facilitated easy access and retrieval by trainers, saving time and effort during preparation stages.
- Collaborated with sales managers to identify skills gaps and devise targeted training plans for their teams.
- Optimized territory management through advanced analytics, driving more efficient customer coverage by the sales force.
- Streamlined onboarding process for new hires, expediting time-to-productivity for new sales representatives.
- Acted as a subject matter expert in various internal forums aimed at discussing challenges faced by the sales team, contributing valuable insights towards problem-solving.
- Established a robust evaluation mechanism to gauge the impact of Sales Training programs on overall sales performance, allowing for continuous refinement of strategies.
- Enhanced productivity of sales teams through effective coaching, mentoring, and skill-building activities.
- Implemented key account management strategies that strengthened relationships with high-value clients, resulting in increased revenue generation opportunities.
- Introduced innovative training approaches such as gamification and e-learning platforms to engage learners and improve retention rates.
- Provided guidance on pipeline management best practices that led to a balanced portfolio of short-term and long-term business opportunities for the company.
- Evaluated the effectiveness of existing sales training programs and made strategic improvements to maximize results.
- Partnered with marketing team to develop cohesive messaging strategies that aligned with overall company objectives, improving cross-functional collaboration between departments.
- Consistently stayed updated on industry trends related to Sales Training methodologies, incorporating relevant techniques into our curriculum as needed.
- Facilitated regular workshops on negotiation techniques, enabling sales teams to secure better deals with customers more consistently over time.
- Developed and delivered customized sales training modules for specific product lines, resulting in increased product knowledge and improved selling techniques.
- Hired and managed Sales Enablement team focused on sales skills, systems, and process development and training.
Master Trainer/ Content Developer
Independent Contractor
01.2010 - 07.2022
- Work with clients to analyze training needs, develop new content, or modify and improve existing programs
- Research, design, develop, and write interactive and effective face-to-face and virtual training programs
- Responsible for project/program management, business analysis and business operation tasks
- Provide post-training support as well as coaching/mentoring
- Evaluate and measure ROI of training programs
- Collaborate with various teams to ensure consistency and adoption of processes and applications
- Perform analysis to identify, develop and rollout new processes or modifications to existing processes
- Responsible for all aspects of employee management and development for up to 20 individuals
- Perform class and program auditing to ensure content and delivery are meeting required expectations and retention rates
- Perform live lecture series for audiences ranging from 50 to 500 attendees
- Assess students’ comprehension and measure retention rates
- Generated post training metrics and reporting.
Senior Trainer/Program Manager
AT&T
01.2007 - 01.2010
- Worked with internal clients and teams to identify, develop, write, manage and deploy related organizational, strategic and learning plans and programs
- Delivered training program spanning various business topics via instructor led and virtual platforms
- Lead trainer for Product and IT training
- Responsible for management of 10-person team
- Collaborate and work with Change Management and Process teams
- Responsible for project management role
- Responsible for development and deployment of global certification program to an audience of 3,500
- Developed and delivered IBM Rational Collaborative Lifecycle Management (CLM) training program to 2,500 employees which resulted in a measured decrease in requirement defects
- Identified appropriate training media and methodologies based on audience learning styles, nature of training being delivered, audience location, point within the learning process, and other relevant criteria
- Developed and administered tools to measure effectiveness of training programs
- Provided feedback and coaching to client audience in one-on-one and group setting.
Global Trainer/Program Manager
Verizon Business (Formally MCI)
01.2000 - 01.2007
- Partnered with executives and management to determine course scope and objectives
- Developed and delivered interactive learning solution programs for sales, product development, IT, HR and business operations
- Responsible for hiring, management and development of training staff
- Assigned program manager and trainer for Requirements, Software and Product Lifecycle Management training
- Administered post training evaluations to measure program success
- Responsible for developing ITIL preparation program and track employee’s competition of their ITIL certification
- Mentored and coached employees to identify areas of improvement and created and delivered individual program for skill improvement
- Responsible for development of instructional program and training for deployment of Oneview platform to sales force which resulted in a 30% increase in productivity.
Skills
- Sales Training and Leadership
- Strategic Thinking and Goal Alignment
- Technological Adaptability
- Sales Enablement Training and Onboarding Expertise
- Revenue Growth
- Sales Process Development and Optimization
- Pipeline Development
- Sales Team Motivation
- Sales Coaching
- Sales Presentations
- New Business Development
Training
- Outline research and development
- Content design, development, and writing
- Design and develop exams
- SEO research and utilization
- On-page SEO
- Off-page SEO
- Technical SEO
- Conduct online and in-person training sessions
- Training subject areas cover collegiate, business, and certification topics
- Effectively work independently and in a collaborative environment
Timeline
Director of Sales Enablement
Accuris
07.2022 - Current
Master Trainer/ Content Developer
Independent Contractor
01.2010 - 07.2022
Senior Trainer/Program Manager
AT&T
01.2007 - 01.2010
Global Trainer/Program Manager
Verizon Business (Formally MCI)
01.2000 - 01.2007
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