Tom Morrill
Sarasota,FL
Summary
Driving sales success through innovative enablement strategies and impactful training programs. I bring 20 years of experience in optimizing sales processes, enhancing team performance, and leveraging data-driven insights.
Overview
14
14
years of professional experience
Work History
Principal
Sales Growth Zone
12.2023 - Current
- Increased cold calling close rates of Conversational sales agent by 18% through creation of workflows and scripts.
- Increased sales results in a global B2B SaaS company by 18% through a structured GTM strategy, optimizing sales structure, creating a sales playbook, and facilitating sales training.
- Increased customer acquisition and penetration of residential and commercial power washing company by 15% through the implementation of a sales process, Sales Training and Sales Playbooks.
- Increased account penetration of a SaaS platform targeting the agriculture segment by 12% through the development and delivery of Value Selling and MEDDPICC programs.
- Accelerated new hire ramp time of digital engineering consultancy by 10% through the stepping in as a fractional sales leader and the development of new hire sales onboarding and coaching programs.
Senior Global Programs Manager – Sales Enablement
Fortinet
06.2021 - 12.2023
- Developed and implemented sales enablement programs for a globally distributed sales team of 3,000 members across APAC, LATAM, EMEA and North America.
- Increased global account penetration by 14% through the implementation of an account planning initiative across SMB, Mid-Market, Enterprise, Global Strategic, and State and Local Government sales teams.
- Increased utilization of sales and LMS tools, including Highspot, Mindtickle, Salesforce.com, Tableau, Clari, and Sales Navigator by developing a structured adoption plan that included creating role-based dashboards.
Head of Global Learning, Development and Sales Enablement
Patsnap
12.2020 - 06.2021
- Established a global sales enablement and training function by hiring a team to support roles across APAC, LATAM, EMEA, and North America, enhancing regional sales capabilities.
- Increased adoption of Highspot by 35% through the creation of a demo portal that enabled the sales team to create value-based custom demos.
- Increased average sales yields by 21% through the implementation of new hire sales onboarding, management training, and an ongoing sales training.
Head of Sales Enablement and Sales Training
INSIGHTSQUARD
08.2018 - 10.2019
- Reduced new hire ramp time by 17% by developing and implementing a sales onboarding program that included a management coaching component.
- Created a two-year sales career path and certification program for new graduates progressing from entry-level BDR to Account Manager.
- Enhanced sales yields by implementing comprehensive programs for account, territory, deal, and quarterly business reviews, leading to improved sales strategies and performance.
Managing Partner – Sales Enablement (selected Examples Below)
Sales Growth Resources
04.2011 - 08.2018
- Enhanced selling time and reduced new hire ramp-up time for a 2,000-member sales team within a global employer services company, leading to improved sales performance and faster integration of new hires.
- Conducted sales training, team selling strategies, management development, and DISC behavioral training for a global financial services firm, resulting in improved team collaboration and increased sales efficiency.
- Developed and implemented a sales model, sales process, structure, tools, training, and metrics for a 75-office audit, tax, and consulting services firm, which streamlined operations and enhanced sales productivity
Education
Certificate - Sizing, Structuring and Enabling Sales Forces for Strategic Advantage
Kellogg School of Management, Northwestern University
Evanston, IL11.2014
Bachelor of Science - Supply Chain Operations and Business Administration
Belmont Abbey College
Belmont, NC06.1985
Skills
- Sales Training
- Sales Enablement
- Sales Onboarding
- Sales Coaching
- Learning Management System
- CRM
- Management Training
- Sales Playbooks
- Product Launches
Timeline
Principal
Sales Growth Zone
12.2023 - Current
Senior Global Programs Manager – Sales Enablement
Fortinet
06.2021 - 12.2023
Head of Global Learning, Development and Sales Enablement
Patsnap
12.2020 - 06.2021
Head of Sales Enablement and Sales Training
INSIGHTSQUARD
08.2018 - 10.2019
Managing Partner – Sales Enablement (selected Examples Below)
Sales Growth Resources
04.2011 - 08.2018
Certificate - Sizing, Structuring and Enabling Sales Forces for Strategic Advantage
Kellogg School of Management, Northwestern University
Bachelor of Science - Supply Chain Operations and Business Administration
Belmont Abbey College
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