Steve Jones

• Design leadership training curriculum for new sales managers to quickly ramp up knowledge and skills
• Analyze measurements of sales training to effectively meet Key Performance Indicators (KPI); Identify gaps and design training to remedy
• Instructional design and implementation of sales training curriculum that meets KPI’s for new hire and advanced sales representatives resulting in market goal achievement 16 consecutive quarters
• Design and delivery of sales skills training from transactional to strategic selling
• Plan multiple sales training programs based on role, skills, and tenure using blended learning
• Deliver training using instructor led facilitation (Virtual and In-Person), synchronous facilitation, and asynchronous learning
• Create eLearning curriculum for Learning Management System (LMS)
• National Sales Meeting planning of multiple development workshops to provide flexible learning options based on need
• Collaborate cross-functionally with subject matter experts (SME)
• Design and deliver sales tool training for Salesforce.com CRM, Salesloft, Salesforce Cadence Builder, Vidyard, Tableau
• Leverage predictive analytics in Salesforce to identify training needs

• Design and deliver sales training curriculum to meet Quest KPI's for Southeast Region.
• Implemented curriculum design for Advanced Sales Representative Training
• Utilized Virtual Instructor Led Training (VILT) for monthly webinar on product knowledge of new laboratory tests
• Measurement of Sales Training KPI's to identify gaps in knowledge and skills for Greensboro and Atlanta laboratories
• Evaluated trainee performance to provide individual coaching and constructive feedback.
• Initiated communication of sales training results to senior sales leadership with performance metrics
• Collaborated with Operations, Billing, Laboratory Services to develop comprehensive sales representative training for new hires

- Contract position

- Instructional design for the purpose of completing FDA Consent Decree requirements for the manufacture of the Terumo Advanced Perfusion System 1 heart/lung bypass machine.

- Instructional design to comply with 20 CFR 800 regulations and ISO 13485 standards

• Instructional design of 22 onboarding courses for new hires on the Sales team
• Curriculum Design of new hire and advanced sales training
• Sales Training curriculum delivery to 300+ sales representatives over 5 years
• Measurement and Tracking KPI's for goal achievement to support Sales team resulting in growth of $100MM in 5 years
• Sales Coaching for individual performance improvement
• Sales training program for new hire and advanced sales contributed to achieving #1 status in NSAID pharmaceutical market from 2008-2011

Designed and delivered Sales Training for over 400 sales representatives

Analyzed sales data trends, providing valuable insights for future training initiatives

Implemented LabCorp's first LMS (Learning Management System)

Instructional design for over 40 hours of LMS training

Developed National Sales Meeting training

Delivered and coached selling skills programs for new hire training

Developed Leadership training classes for managers focused on interviewing, training and coaching

• Pharmaceutical, Medical Device Sales
• Territory Sales Representative, Raleigh NC
• District Sales Manager, St. Louis MO
• Manager, Sales Training, Columbus OH