Strong leader with extensive experience in both direct selling and critical leadership roles that directly support the field sales organization. Frequently sought out to drive change in complex business processes, re-engineering sales training and enablement functions, sales operations and overall improvement in productivity for sales reps and management.
Frequently described as highly energetic, passionate and not afraid to drive change. Excellent communicator and presenter to both senior management and at the field level. Ability to gain credibility quickly given my successful track record in sales positions. I am a strong leader with a focus on developing my team to deliver the best results and service to our customers
Director of Sales, Northeast @ Manage enterprise sales team selling to manufacturing vertical. From April 2015 to Present (7 months) Greater Boston AreaDirector Sales Effectiveness @ Led transformation of Sales Development and Training team. Re-defined role and brought tangible value to the sales organization around opportunity coaching, prospecting best practices and skill development.
Created a new 12 week structured curriculum called the “Kronos Edge” for new hires in sales. Identified and Developed non-traditional KPI’s to be able to measure and drive results.
Created a Sales Assessment program that was adopted by all verticals with 100% participation rate. From assessment, created vertical sales enablement plans to drive improvements.
Strong evangelist of Sales Tools to drive efficiency for the field.
Excellent Presenter and facilitator of training. Continue to develop and deliver relevant training to new hires. Well Versed in Corporate Visions, Solution Selling, The Challenger Sale and other key sales methodologies and sales processes
Worked cross functionally to create new format for Sales Kick Off to drive improvement in sales skills. Quoted by all executive and sales management as “best kick off ever”.
Work with executives to create a Sales Management Council team of our top first line managers. Utilized them to prioritize initiatives, rollout pilots and gain feedback.
Created new sales analytics team to support sales management and executive management with critical data dashboards to allow them to take immediate action. Provided clarity to identify real problems around pipeline, close ration, or overall performance issues. Team also developed a model to predict quota performance at the individual rep level.
Manage Territory Management process for all North America Territories. Created and established an end to end Arbitration process to resolve account conflicts.
Strong knowledge of CRM systems (SFDC & Oracle On Demand) and ability to drive adoption and value. From October 2010 to April 2015 (4 years 7 months) Sales Rep and Channel Manager @ From June 1996 to January 2001 (4 years 8 months)
Bachelor of Science (BS), Criminal Justice @ Northeastern University From 1985 to 1990 Laurie McDonald is skilled in: Direct Sales, CRM, Enterprise Software, Selling, Managed Services, Sales, Call Centers, Solution Selling, New Business Development, Salesforce.com, Training, Sales Operations, Leadership, Sales Process, Selling Skills, P&L Responsibility, Channel Partners, SaaS, Executive Management, Unified Communications, Cloud Computing, Sales Enablement, Management