Transforming global sales performance through strategic learning & development.

Executive Summary

As Senior Manager of Sales Training at Honeywell Process Solutions, I led the design and execution of a comprehensive global sales enablement program serving 600+ sales professionals across 40+ countries. Over 18 months, this initiative delivered 18,500+ learning hours, achieved a 92% new hire completion rate, and directly contributed to strategic revenue growth while reducing time-to-productivity by 30%.

The Challenge

Honeywell Process Solutions faced critical performance challenges across its global sales organization, resulting in longer sales cycles, inconsistent quota attainment (43% in underperforming regions), and high early-career attrition.

• Inconsistent onboarding: New hires took 6+ months to reach baseline productivity with no standardized learning path
• Skills gaps: Sales competency assessments revealed critical weaknesses in deal navigation and value articulation
• Leadership development deficit: Front-line sales managers lacked coaching frameworks and performance management skills
• Resource fragmentation: Sales collateral and training materials scattered across multiple platforms with poor discoverability
• Geographic complexity: Training needed to scale across EMEA, AMER, APAC, and LATAM regions with varying market maturity

My Role & Approach

I led the complete redesign of HPS's sales training ecosystem, serving as both strategic architect and program manager. My approach centered on six integrated pillars.

1. Strategy Alignment

• Partnered with sales leadership to map training priorities to business objectives
• Launched Cybersecurity Sales Certification to support strategic product initiative
• Developed role-based playbooks tied to Challenger methodology

2. Onboarding Transformation

• Redesigned new hire experience: 8 weeks to baseline readiness (70 LMS hours)
• Created comprehensive onboarding workbooks with manager pulse points
• Implemented live regional new hire sessions (EMEA and AMER)
• Result: 6,930 onboarding hours assigned; reduced time-to-first-deal by 40%

3. Ongoing Development

• Deployed Challenger Selling training across 13 global cohorts (270 sellers, 4,352 hours)
• Launched weekly Sales Readiness webinar series (7,111 learning hours delivered)
• Created modular reinforcement program with eLearning and microlearning animations

4. Manager Development

• Designed 13-hour FLSM Leading for Success program (6 modules)
• Trained 30+ managers nominated by sales executives
• Focused on coaching, performance management, and sales-as-process leadership

5. Resource Management

• Led Klyck.io content repository improvement (3,281 → 3,701 assets, +13% growth)
• Established new taxonomy with marketing collaboration protocols
• Increased platform engagement: +38% users, +53% content opens, +350% page views

6. Evaluation & Continuous Improvement

• Administered AuctusIQ competency assessments to 972 sellers and leaders
• Generated individual development playbooks linked to Challenger methodology
• Used talent data to identify regional performance gaps and inform 2025 hiring/training strategy

Key Methodologies & Tools

• Challenger Selling Framework: Licensed program as foundation for sales approach transformation
• AuctusIQ Talent Assessment: Mapped 10 sales competencies to performance data
• Learning Management Systems: SAP SuccessFactors for tracking; custom onboarding workbooks
• Content Management: Klyck.io platform for sales enablement content
• Communication Cadence: HPS Forward (weekly newsletter, 66% avg open rate); HPS Sales Wiki; Viva Engage

Quantitative Outcomes

• Total Learning Hours Delivered: 18,543 (onboarding + live training + webinars)
• New Hire Onboarding Completion: 92% completion rate in 8 weeks
• Challenger Training Deployment: 300 sellers trained (exceeding 30% annual headcount target)
• Manager Development: 30 FLSMs completed 13-hour leadership program
• Enablement Resource Growth: +13% content increase; +350% engagement
• Program Reach: 614 quota-carrying sellers across 40+ countries

Business Impact

• Accelerated Productivity: New hires reached baseline readiness in 8 weeks vs. previous 6-month average
• Revenue Attribution: $39M in attributed revenue, demonstrating training ROI methodology
• Talent Retention: Improved VOE scores in regions with low leadership competency via targeted FLSM training
• Strategic Enablement: 8-module Cybersecurity Certification supported critical product launch
• Operational Efficiency: Consolidated training communications reduced seller time-to-info

Qualitative Outcomes

• Sales Leadership Alignment: Monthly governance meetings with RVPs/SDs to ensure program relevance
• Manager Capability: Post-training assessments showed 23% improvement in coaching competency
• Seller Confidence: 85%+ favorability ratings on Challenger training exit surveys
• Cultural Shift: Training positioned as career accelerator vs. compliance requirement

Competency-Driven Insights — Account Managers

• Training Impact Zone: Generating Opportunities, Managing Procurement, Navigating the Deal
• Strength Areas: Developing Relationships, Understanding Client Needs
• Action: Designed reinforcement modules targeting high-importance / low-score competencies

Competency-Driven Insights — Sales Leaders

• Training Impact Zone: Demonstrating Sales Intelligence, Leading Sales as Business Process
• Regional Gaps: EU-North, EU-South, Africa, Japan required leadership replacement/development
• Action: Customized FLSM program for 2025 with focus on forecasting and deal strategy

Challenges & Solutions

• Geographic Scaling: Delivered training across 3 time zones; created EMEA/AMER cohorts
• Engagement Fatigue: Shifted from long workshops to modular design with pre/post work
• Manager Buy-In: Established exec-nominated FLSM cohorts with pulse-point accountability
• Content Chaos: Partnered with marketing to establish Klyck.io governance and taxonomy
• Measurement Rigor: Integrated AuctusIQ data with SPS performance metrics (quota, pipeline, wins)

2025 Strategy & Continuous Improvement

Building on 2024 success, I designed a three-year roadmap focused on:

• 100% Challenger Deployment: Year 2 plan includes Negotiation & JOLT training
• Competency-Based Development: Leveraging AuctusIQ playbooks for individualized seller coaching
• Vertical-Specific Enablement: Partnership with Life Sciences, Cybersecurity, and Energy marketing teams
• Enhanced Manager Effectiveness: FLSM 2.0 program addressing Leading Sales Intelligence and Business Process gaps
• AI-Enabled Learning: Exploring Klyck.io AI features for personalized content recommendations

Why This Matters

This case showcases my ability to:

• Drive Strategic Business Outcomes: Directly connected learning investments to revenue and retention metrics
• Scale Globally: Designed culturally adaptable programs across 40+ countries
• Lead Cross-Functionally: Partnered with sales leadership, marketing, and HR to ensure alignment
• Use Data for Decisions: Leveraged competency assessments and performance data to prioritize investments
• Build Sustainable Systems: Created infrastructure (wiki, content taxonomy, manager playbooks) for ongoing impact

Key Takeaways

• Learning as Business Strategy: Training programs must directly tie to revenue, retention, and market objectives
• Manager Development Multiplies Impact: Investing in FLSM capability creates sustainable coaching culture
• Data-Driven Prioritization: Competency assessments focus limited resources on high-impact gaps
• Content is Currency: Organized, discoverable enablement resources accelerate seller effectiveness
• Measurement Matters: Tracking hours, completion, and business outcomes proves ROI and secures ongoing investment

Skills Demonstrated

• Strategic Learning Design
• Global Program Management
• Sales Enablement
• Leadership Development
• Change Management
• Data Analytics & Reporting
• Stakeholder Management
• Vendor Management (Challenger, AuctusIQ, Klyck.io)
• LMS Administration
• Cross-Cultural Training Delivery