Tinique Lenderman
Sales Enablement Expert
Conway,SC
Summary
Experienced Director of Sales Enablement with a proven track record of driving revenue growth through effective training, coaching, and enablement programs. Skilled in developing and executing strategies that align sales teams with organizational goals and objectives. Adept at collaborating with cross-functional teams to identify and address gaps in sales performance and process.
Overview
8
8
years of professional experience
4
4
Certification
Work History
Executive Sales Coach - Contractor
Baker Communications
Conway, SC
02.2023 - Current
- Facilitated virtual, in-person, and blended learning sessions.
- Conducted needs assessments to identify gaps in performance and develop targeted learning solutions.
- Used strong analytical and problem-solving skills to develop effective solutions for challenging situations.
- Facilitated group coaching sessions and provided individual coaching support.
- Provided guidance to clients in overcoming challenges and identifying opportunities.
- Developed and delivered effective and engaging coaching sessions to improve performance.
Director Revenue Enablement
Reversing Labs
07.2022 - 12.2022
- Established Revenue Enablement Strategy to align with company strategy and initiatives to drive global sales channel revenue by 3%
- Developed world-class new hire training program for a40-person GTM team focusing on skills, process, and knowledge reducing ramp time by 10% and improving productivity by 15%
- Drove sales process development and alignment with Buyer’s Journey
- Designed and implemented metrics to measure enablement effectiveness, appropriateness, and utility focused on Leading and Lagging indicators for learning and sales performance
- Oversaw creation of marketing content including training, battle cards, case studies, etc., increasing lead generation by 50%.
- Evaluated performance against goals and implemented appropriate development plans.
- Recruited and hired top-level talent to add value and expertise
- Demonstrated leadership skills in managing projects from concept to completion
Sales Enablement Manager
Qlik
04.2021 - 07.2022
- Implemented a sales diagnostic tool to take a data-driven approach to analyze, design, and deploy people, processes, and technology through root cause analytics for sales performance improvement
- Drove selection, execution, implementation, and strategy for sales and coaching Methodology
- Consolidated sales tech stack resulting in over 300K in cost reduction
- Implemented a modern systematic approach to training and content development
- Revolutionized Qlik's Sales Effectiveness strategy and team to drive global sales channel revenue and outcomes which resulted in a 17% increase in conversion
- Defined and transformed overall sales enablement GTM strategy and programs resulting in a new SEP, onboarding, product training, and coaching.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
Director Sales Effectiveness
SPARXiQ
01.2020 - 04.2021
- Drove a 10% increase in revenue through Sales Effectiveness and Improvement Analysis projects within theclient base
- Analyzed client sales organization recommending/implementing improvements that drive revenue
- Create systems and procedures to streamline client management
- Developed, designed, and delivered Client Sales specific training
- Launched a post-implementation customer success structure that encompassed MAP, ongoing training, and education for clients using online videos, user manuals, live webinars, and professional service packages.
Director Value Selling Advisory
LeveragePoint
04.2019 - 12.2019
- Drove development, design, and implementation of Customer Enablement strategy
- Furnish customers with success blueprints, and business roadmaps that outline their critical success factors, metrics for success, and potential issues, as well as provide recommendations
- Define and optimize the customer lifecycle, map the customer journey, develop listening points in the journey and create standardized interventions for each point in the journey
- Responsible for 2.5M in revenue
- Decreased churn by 10% in first 6 months
Senior Manager
O'Reilly Media
11.2018 - 02.2019
- Implemented a systems approach to support the building blocks of Sales Enablement
- Advised, developed, and designed a learning framework and curriculum for a series of quarterly workshops to build core strength in sales – integrating sales methodology, product, and solution based on assessment and analysis
- Developed Sales Management and Coaching system
- Instituted a Leader first enablement model
Training and Coaching Manager
QuickBase
05.2017 - 11.2018
- Designed and launched a comprehensive onboarding learning experience
- Instituted a continuous learning program aligned with company goals and core competencies
- Improved sales performance by 102% YOY
- Developed, sourced, and delivered highly effective training programs to Sales and Sales Managers and Customer Success
- Transitioned inside and B2B sales organization from an order fulfillment mentality to a value-based selling approach
- Reduced sales rep ramp time from 6 months to 3 months while improving time to first sale by 60%
- Trained & coached managers on effective strategies to maximize rep productivity
- Researched and obtained relevant course materials to achieve training objectives.
- Developed surveys to identify training needs based on projected production processes and changes.
- Communicated all learning and performance objectives, schedules, and training assessments to upper management.
Global Sales Enablement Trainer & Coach
Oracle
11.2015 - 05.2017
- Consulted and supported sales organization in developing relevant and effective go-to-market strategies and training strategies
- Created and executed an internal marketing strategy that bridged the gap between sales,marketing organization, and Oracle Sales Academy
- Developed and delivered course curriculum for the sales organization
- Acted as a liaison, working closely with sales leadership to create content aligned with the organization's goals and needs of the business
- Provide one-on-one coaching and mentoring for Business Development reps and Inside Sales and B2B professionals.
- Developed individualized training plans to achieve staff readiness.
- Scheduled and taught in class and online courses to increase learning opportunities.
- Mentored new hires, resulting in stronger staff development and increased productivity.
Strategic Account Manager
Oracle
12.2014 - 11.2015
- Responsible for sales, marketing, and education of Oracle Cloud, FMW, IDM, Mobility, and Integration product lines for named enterprise accounts
- FY15: Q3 Achieved 1049% of Budget, contributing to over $2.2 million in territory revenue
- Identify new opportunities and manage strategic sales cycles by identifying customer needs and leveraging customer budgeting cycles.
- Created demand by matching business problems to product and service solutions.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Trained new employees on customer service, money handling and organizing strategies.
Education
Associate of Science - Criminal Justice
NHTI - Concord's Community College
Concord, NH05.1994
Skills
- Leadership and Coaching
- Communication and Interpersonal Connection
- Sales Effectiveness Analysis
- Sales & Business Process Improvement
- Onboarding, and Scaling Teams
- Training and Coaching
- Sales Process and Methodologies
- Curriculum Design and Delivery
- Technology Implementation
- Cross-Functional Collaboration
- Strategy Development
- Sales Enablement Tools & Technology
Certification
- Adult Learning, Sales Enablement Pro - Feb 2023
- Strategic Initiatives, Sales Enablement Pro - Feb 2023
- Sales Career Progression, Sales Enablement Pro - Feb 2023
- Collaborative Relationships, Sales Enablement Pro - Feb 2023
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
Talent wins games, but teamwork and intelligence wins championships.
Michael Jordan
Timeline
Executive Sales Coach - Contractor
Baker Communications
02.2023 - Current
Director Revenue Enablement
Reversing Labs
07.2022 - 12.2022
Sales Enablement Manager
Qlik
04.2021 - 07.2022
Director Sales Effectiveness
SPARXiQ
01.2020 - 04.2021
Director Value Selling Advisory
LeveragePoint
04.2019 - 12.2019
Senior Manager
O'Reilly Media
11.2018 - 02.2019
Training and Coaching Manager
QuickBase
05.2017 - 11.2018
Global Sales Enablement Trainer & Coach
Oracle
11.2015 - 05.2017
Strategic Account Manager
Oracle
12.2014 - 11.2015
Associate of Science - Criminal Justice
NHTI - Concord's Community College
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