Sarah Kirkland
Franklin,TN
Summary
Accomplished in transforming sales processes and onboarding programs, I significantly enhanced deal sizes by 67% at Fourth and spearheaded a Sales Play program generating over $2M in opportunities at Benefitfocus. Expert in sales enablement and team building, my leadership has consistently elevated sales performance and training efficacy.
Overview
11
11
years of professional experience
1
1
Certification
Work History
Director, Global Sales Enablement & Onboarding
Fourth
07.2022 - Current
- Established the enablement function at Fourth
- 67% increase in average size of deal that reps sold in their first 100 days
- Reduced AE deal support requests by 59%
- Created over 2500 LMS courses for onboarding & on-going training
- Certified all AEs on product creating a customized product certification program
- Established sales competencies creating individual on-going training tracks
- Created SKO's virtually and in-person for 100+ learners
- Post-SKO stats: 128% increase in calls, 115% increase in conversations, & 32% increase in meetings scheduled
- Onboarding rating by new hires 4.6/5
Sr. Manager, Sales Enablement
Benefitfocus
Charleston, South Carolina
04.2021 - 07.2022
- Created and built Sales Play program generating 2M+ in new opportunities in first 7 months of program launch
- Establishes and manages Salesforce reporting and dashboards for Sales Play pipeline and activity tracking
- Responsible for Salesloft implementation and providing technical support to Sales Reps
- Established Competitive Intelligence (Call Recordings) for 1st meetings, providing reps with opportunities for skills improvement and to assess market messaging
- Established Product Certification program by building courses to onboard new solutions and assess Sales Rep knowledge through Absorb LMS
- Updated Sales Process/Motion for Account Executives (AEs)
- Host Bi-weekly Partner Education Series that onboards new partners and provides updates to Benefit Catalog Advisors
- Formalize Account Executive (AE) and Sales Development Representative (SDR) onboarding program with customized tracks
- Seismic Administrator responsible for providing metrics to Sales & Marketing Leadership on usage
- Improved leads process through process mapping via Visio
- Produced and managed Sales Kick-off agenda for 150+ learners
Sales Operations Manager
HealthStream
04.2019 - 04.2021
- Driven Sales Leader with responsibilities related to: Sales Recruiting, Onboarding, Product Live Training, Product Certification, Integrity Selling, Sales Demo Site, Annual Account Assignments, Sales Technology, Salesforce Process Improvements, Annual Performance Reviews, Department Budget & National Sales Meeting Chair
- Oversees Sales Operations Team of 6
- Works alongside Product Management, Marketing and Executive Leadership to create Sales Courses and Product Training through our Learning Management System
- Facilitator of Product Live Training Sessions
- Develops and trains Sales on corporate initiatives, day to day responsibilities (Business Development, Account Managers, Product Specialists) and on-going learning and development
- Responsible for onboarding of all Sales New Hires - Average 30-40 reps annually
- 1x1 coaching for Training and Development team, as well as all Sales New Hires within first 90-days
- Integrity Selling Trainer - needs focused Sales training curriculum that redefines the sales process to focus on identifying and meeting customer needs and creating value in every transaction
- Oversees Sales Demo Site (tool for customer demonstrations)
- Oversees Annual Account Assignments in Salesforce
- Responsible for Sales Technology Stack
- Leadership support to the SVP of Sales
- Works with Sales Leadership on sales organization and realignments of territories
- National Sales Meeting Chair - Annual Sales kick-off with responsibilities for planning, execution, and overall results for 250+ people
- Manages Sales Operations, Training and National Sales Meeting budgets
Team Lead, Training and Development
HealthStream
01.2018 - 03.2019
- Team Leader that provides oversight to all projects and programs within our Sales Training and Development team
- Develops and trains Sales on corporate initiatives, day to day responsibilities (Business Development, Account Managers, Product Specialists) and on-going learning and development
- Responsible for onboarding of all Sales New Hires
- Provides 1x1 coaching for Training and Development team, as well as all Sales New Hires within their 90-day onboarding
- Integrity Selling Trainer - needs focused Sales training curriculum that redefines the sales process to focus on identifying and meeting customer needs and creating value in every transaction
- Leadership support to the VP and Head of Sales
- National Sales Meeting Chair - Annual Sales kick-off with responsibilities for planning, execution, and overall results
Program Manager, Onboarding and Training
HealthStream
01.2016 - 01.2018
- Created Sales 8-week Onboarding Program
- Manages and trains all Sales New Hires
- Integrity Selling Trainer - behavior-based Sales training
- Conducts 90-Day New Hire Assessments
- Creates training courses through the HealthStream Learning Center (LMS)
- Manages course reporting through the HealthStream Learning Center (LMS)
- Builds custom new-hire trainings
- Manages Quid Pro Quo selling process - tactical sales training on controlling the sales cycle
- Provides 1x1 Sales Coaching to all new hires - account management, territory planning, and pipeline reviews
- Performance plan coaching
- Expense Report Management
- Provides operational support to VP and Head of Sales
Program Coordinator- Onboarding and Training
HealthStream
Nashville, TN
02.2015 - 01.2016
- Coordinates recruiting activities for the Sales Department
- Conducts phone interviews for Sales Leadership/Hiring Managers
- Created pre-screen questions tailored to each individual role
- Created on-site interview questions based off of Sales Traits questionnaire
- Schedules all on-site interviews and presentations for Sales Department
- Created Sales Program Booklet, an introduction to HealthStream, for new hires
- Schedules Onboarding and Training Week for all Sales new hires
- Books and represents HealthStream at Career Fairs
- Works with HR on Affirmative Action Report
- Writes Executive Summaries for Sales Leadership to present new initiatives
- Books event space and coordinates activities for our National Sales Meeting
- Attended 'Bob Pike's: Train the Trainer Workshop' in Boston, MA
Team Member- Inbound Sales Advisor
Bernard Health
03.2014 - 02.2015
- Presents clients flat fee products through cold-calling, inbound calls, and email marketing campaigns, averaging 150 cold calls a day
- Increase company revenue by booking clients healthcare consultations at one of our retail locations in TN, OH, TX, IN, and GA
- Presents clients healthcare plans and enrolls them over the phone
- Qualified 500+ leads for annual healthcare open enrollment
Education
Bachelor of Business Administration (BBA) - Marketing and Logistics
University of Tennessee-Knoxville
KnoxvilleSkills
- Sales Enablement
- Sales processes
- International sales
- Negotiation
- Sales management
- Team building
- Program management
- Coaching and mentoring
Certification
- Bob Pike's Train the Trainer Workshop, 06/01/16
- ATD Conference/Denver, 06/01/16
- Integrity Selling
- Insurance Producer
- Quid Pro Quo Sales Training
Languages
English, Native or Bilingual
Personal Information
Title: Director, Global Sales Enablement and Onboarding
Timeline
Director, Global Sales Enablement & Onboarding
Fourth
07.2022 - Current
Sr. Manager, Sales Enablement
Benefitfocus
04.2021 - 07.2022
Sales Operations Manager
HealthStream
04.2019 - 04.2021
Team Lead, Training and Development
HealthStream
01.2018 - 03.2019
Program Manager, Onboarding and Training
HealthStream
01.2016 - 01.2018
Program Coordinator- Onboarding and Training
HealthStream
02.2015 - 01.2016
Team Member- Inbound Sales Advisor
Bernard Health
03.2014 - 02.2015
Bachelor of Business Administration (BBA) - Marketing and Logistics
University of Tennessee-Knoxville
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