Brent Lail Email & Phone Number

Greater Denver Area

Greater Denver Area

Recruited to lead the transformation of training processes and systems to leverage technology, increase access to training to improve efficiency and develop curriculum to support introduction of new sales channels and 3rd party partnerships.Launched the Dex One Sales Academy, one of our CEO's top initiatives in building a 21st century sales force. Implemented new LMS platform and developed additional training delivery methods including desk top, video and mobile learning applications, allowing our reps to obtain the training at the most conducive time for them thus reducing the time our reps spend out of the field.Implemented certification processes including Initial sales training for new hires, a digital media learning program and google adwords sales certification, certifying over 1700 employees in 2011. Developed and launched new coaching tools and field training process to support reinforcement of skills taught in training. Developed sales processes for new sales channels along with tools to improve sales execution.Dex One Sales Academy supports the training and skill development needs of over 1,300 sales representatives and 150 sales managers. 4 level measurement processes exist for our training programs to assure our sales representatives understand the information and skills being taught, can effectively demonstrate the desired behaviors and are applying these skills on the job enhancing our customers experience and helping Dex One achieve targeted results. Transformational change that enhances the learning experience and increases the success of the sales employee is the goal of the Dex One Sales Academy. Recognized by Industry Experts, our success to date has been highlighted in many external communications and periodicals including Training Magazine.

Greater Chicago Area

Developed and implemented a new relationship selling process and supporting management operating system that simultaneously enhanced the client experience and improved the sales reps ability to sell a broader product set as well as increase overall productivity and lower sales costs. - Led a team of 20 charged with developing the Dex One Sales Process, corresponding training curriculum, designing sales tools and launching the program company wide. - Sales enablement and training staff, trained and provided direct in-field coaching across 90+ sales offices, 1,500 sales representatives and 180 sales managers. - Developed communication and delivered updates directly to CEO and leadership team during installation phase. - Developed assessment and follow up tools and processes to measure adoption and identify additional training and support needs. - Managed vendor/ consultant relationship during period of development and initial launch. - Developed sales capacity model to determine resource needs in each of our 28 state markets. - Developed Key performance indicators,created a database and automated tracking system to collect and report data across the entire company. Reporting output for 1,500 sales professionals, 180 sales teams, 35 sales divisions and 5 sales regions delivered to all local offices, Directors and sales leadership through automated dashboard each day. - Implemented continual process improvement methodology within the sales organization and worked with sales leadership to continually improve overall sales efficiency and service to clients.

Chicago, Illinois

Launched a new Sales Planning Team responsible for the development of all tactical sales plans including Sales Deployment, Sales Policies, Sales Targets, Compensation Design and implementation, Sales Metrics and Reporting for a Sales Region with Revenue in excess of $300M. Additionally Managed an Sales division (Multiple Channels; Inside and Field) responsible for selling Direct Marketing and B2B digital and Print solutions in the Midwest. directly Managed 5 Sales Managers and a Sales Planning Team of 4.

Cary, North Carolina

Worked Directly with National Sales Agencies collaborating and selling directly to the largest clients in our industry. Sales included both print and digital solutions.

Chicago, Illinois

Led a team of 325 sales and sales management associates in six divisions located throughout Illinois and Northwest Indiana and for achieving sales objectives for directory advertising, digital marketing, web site development, direct mail and list rental.Company fully acquired by RH Donnelley