SARAH JANE GURALSKI
Chicago,IL
Summary
Dynamic and results-driven Sales Enablement Expert and Talent & Development Lead with 15+ years of experience in both sales and adult learning principles. ROI focused. Understands and delivers sales strategies for billion-dollar global companies. Develops and executes unique training programs to improve sales performance through various techniques, including consultative and solution-selling methodologies. Known as a go-to-market expert who can translate complex business problems into practical and actionable upskill programs. Passionate about continuing education and helping professionals reach and exceed their goals through comprehensive coaching and training solutions.
Overview
18
18
years of professional experience
Work History
Global, SVP Talent & Development, Sales and Client Management
dentsu
01.2020 - Current
- Oversee the creation of the first sales training program for over 5000 account directors and client leads, resulting in over $5M in closed organic revenue per quarter
- Program launched in 13 countries over 3 years
- Launch a high-potential program for over 200 client president leads resulting in revenue increases of $35.5M/ 7% YOY
- Program won Upskilling Initiative of the Year in 2023 by British Training Awards
- Launch the first onboarding program for Executive Sales Reps
- Organize the launch of key account plans, sales assessments, product training, and client AI training
- Execute succession plans for senior leaders across the sales and function organizations
- Launch a global job architecture and career framework aligning over 2500 unique roles to 10,000+ employees
- Develop the sales professional career path from entry-level to client president including cross-brand internships, mentoring, technical skills, product skills, and sales skills
- Create and deliver talent management courses, including succession planning, high potential programs, and performance cycles
- Lead all AI-related training on Microsoft Copilot, AWS, Adobe, and Google
- Execute our Gallop Clifton Strength leadership training to our leadership teams
- Manage a cross-functional team of direct reports
Senior Sales Enablement Manager
Getty Images
01.2015 - 01.2020
- Decreased new hire time to first sale by 6 months
- Decreased new product time to first sale to 48 hours
- Coached and mentored sales individuals directly resulting in over 25 promotions
- Created an international sales enablement program for a team of over 675 salespeople focusing on solution selling and Saas-based offerings
- Led multi-department creation of Getty Sales Process including go-to-market strategy, staging, and account targeting
- Designed and implemented an onboarding program for over 200 new hires in 65 cohorts globally
- Owned all 3rd party tools such as LMS, salesforce knowledge, LinkedIn Navigator, D&B Hoovers, Seismic, Genesis, and call recording initiatives
- Owned all contract negotiations and new LMS system
- Authorized and led coaching training for Getty's senior leadership team, focusing on transformational leadership
- Coached front-line managers and directors in concepts such as: providing feedback, coaching to KPIs, forecasting/pipeline, leadership presentation skills, strength finders, rigor and structure, and team building
Director of Sales Training and Sales Operation
RingLead, Inc
01.2014 - 01.2015
- Strategic team member at Saas organization with oversight and authorship of all training materials including onboarding, sales skills, product knowledge, and Salesforce.com
- Built and executed sales compensation plan
- Developed sales process, lead routing assignments, and organizational workflows for inbound and outbound opportunities
- Designed live sales demonstration tools, email campaigns, and product marketing materials
- Lead client onboarding process and renewal program
- Managed tech stack
Sales Trainer
Advicent Solutions
01.2011 - 01.2014
- First post-acquisition external hire brought in to train and launch a new sales team selling Saas solutions targeting small, medium, and enterprise markets
- Onboarded and instructed over 50 salespeople in Solution Selling techniques and sales strategies leading to YOY revenue increase of $3M and 110% goal attainment in 2013
- Presented as subject matter expert at National Sales Conferences for the Vista Equity portfolio
- Proficient in sales tools including Camtasia, Articulate, Salesforce.com as well as LMS systems: Sumtotal and Total Training Network
- Nominated for Presidents Club
Sales Executive
Sysco
01.2008 - 01.2011
- Top performing sales representative in a highly competitive and saturated industry
- Exceeded monthly sales targets and grew gross profit margin from 4.5% to 16.3% by expanding into new markets and utilizing a consultative selling approach
- Increased year-over-year revenue over $200k for two consecutive years resulting in $1.4M territory revenue
- Placed Top 7 in Rookie of the Year competition and Top 12% for all sales
- Training liaison and field mentor for new sales hires
Account Executive
Milwaukee Journal Sentinel
01.2007 - 01.2008
- Team leader in sales for print and online markets
- Regularly surpassed quarterly sales targets, reaching 180% to quota
- Highest performer in sales for special sections and events affiliated with Journal Sentinel publications
- Built advertising schedules to ensure total market coverage through multiple medias including, line.com, Community NOW, Metro parent, Marketplace, pre-prints, niche magazines and direct mail campaigns
Education
Teaching Certification -
Concordia University
01.2004
Bachelor of Business Communication - English
Marquette University
01.2002
Skills
- Revenue Enablement Strategy
- Competency & Skill Based Curriculum Strategy
- Leadership Development
- Learning Experience Design
- Sales Enablement
- Sales Coaching
- Talent & Development
- Training Facilitation
- Leading Teams
- Senior Stakeholder Engagement & Executive Presence
- Learning Analytics
- Impact Measurement
- Strategic leadership
- Operational excellence
- KPI tracking
Accomplishments
- Selected for dentsu's high potential and performance program designed to enable growth (G) and collaboration (C) to accelerate personal and business transformation (T).
- Develop programs that drive over $40M in revenue YOY.
- Led global teams fostering a culture of continuous learning and improvement.
- Launched sales and product training programs rooted in sales strategy and enablement for over 14 Global companies.
Timeline
Global, SVP Talent & Development, Sales and Client Management
dentsu
01.2020 - Current
Senior Sales Enablement Manager
Getty Images
01.2015 - 01.2020
Director of Sales Training and Sales Operation
RingLead, Inc
01.2014 - 01.2015
Sales Trainer
Advicent Solutions
01.2011 - 01.2014
Sales Executive
Sysco
01.2008 - 01.2011
Account Executive
Milwaukee Journal Sentinel
01.2007 - 01.2008
Bachelor of Business Communication - English
Marquette University
Teaching Certification -
Concordia University
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