Ryan Luken Email & Phone Number

Florida, United States

The Field Excellence team has been created with a focus on strategic alignment and operational excellence. Our mandate is to streamline processes, reduce content clutter, and ensure that our sales strategy is in lockstep with the overarching goals of NetApp

Winter Garden, Florida, United States

My primary focus is providing our incredible sales leaders with the tools, training, process, and coaching that they need to be successful. In this role I am responsible for:-Enablement program design and execution-Leadership development and coaching-Tools, Messaging, Methodology reinforcement and pull-through, throughout all levels of leadership-Identifying growth and scale initiatives, driving key revenue focus areas-Empowering others to achieve shared business objectives while nurturing their development

Winter Garden, Florida, United States

A 14 year career at ADP helped me to realize my superpowers. My altruism and human-first mindset, the ability to transform and drive meaningful change for the individual, the team, and the company had enabled me to grow to levels that I couldn't have imagined when I was an AE. I was recruited to Force Management to combine my superpowers with their best-in-class methodologies in order to drive similar results for their client base. Responsibilities and results detailed below:Responsibilities:•Partner with client C-suites, executive/leadership and revenue-generating teams across multiple complex and technical industries•Implement and Deliver best-in-class, transformative facilitation methodologies/strategies, customized to client and their marketplace•Expertise in both Command of the Message and MEDDPICC opportunity qualification methodologiesResults:•Increased revenue per sales rep leading to double digit increases in sales metrics•Achieved cross functional alignment and a consistent language/approach between all customer-facing, revenue generating roles •Improved qualification of sales opportunities to focus on highest probability deals •Improved deal strength awareness and forecasting accuracy

Winter Garden, Florida, United States

Inside sales was becoming a major growth engine for the company and I wanted to play a part. This was my highest profile assignment to date, and I couldn't wait to dig in. My team, my partners and I upended the entire approach to training and enablement and implemented a new paradigm for our sellers, customized to inside sales and the 100-plus unique selling roles across over 3000 associates. Responsibilities and results detailed below:Responsibilities:• Responsible for innovating / executing strategies central to the enablement, training and coaching of over 3,000 inside sales associates, customizing programs to specific seller roles and all business units• Direct and oversee the Sales Training Manager and 8 Sales Learning Coaches in the US, as well as guide Sales Learning Program execution in Bucharest, Spain, Great Britain and Germany• Oversee design and construction of high-tech classrooms, creating and deploying curriculum, hiring staff and leveraging SMEs• Align with SVPs, DVPs, VPs and Front-Line Leaders to ensure learning pull-through and effectively lead and groom sales staff and maximize performance, leading to increased productivity and decreased turnover• Drive seller behavioral changes to align with buyer needs via the mastering of tools, messaging, and methodologies to win market share in an incredibly complex and competitive selling environmentResults: • 20% increase in average sales productivity (ASP) and 15% decrease in employee turnover, while reducing training-related expense by over $1M• Deployed 18 cutting-edge selling tools resulting in over 90% utilization• SDR team sales revenue growth of 233% YOY

Roseland, New Jersey

Having driven dramatic positive business outcomes in my ADP career to this point, across various roles and multiple areas of the business, I was again tapped on the shoulder to expand upon my previous success. The task in front of me was challenging--redesign and re-deploy the sales training methodology for all of our Small Business Services Division in light of significant turnover and a $100M increase in quota across the board. Not only was the business unit able to beat plan, we reduced the turnover of our first-year associates dramatically. Responsibilities and results detailed below:Responsibilities:• Built and deployed an entirely new Sales Learning Program for over 3,500 sales associates, including digital training courses, virtual/instructor-led training courses, live “capstone” training for new hires, as well as advanced sales skills and live training for tenured associates• Hired, trained, developed and successfully led a team of 13 Sales Trainers across the Small Business Services Field division, as well as regulated business units (Retirement Services, Insurance Services)• Created training around partner strategies to enhance lead flow and more effectively leverage Bank and CPA referral networks• Facilitated increased sales productivity while ensuring adherence to ethical selling practices Highlights of Accomplishments:• Supported $100M YOY increase in sales quota and was instrumental in Small Business Services Field Division finishing at 103% of plan• Deployed inventive “Win It Right” program leading to better quality deals and adherence to ethical sales practices• Initiated an external Sales Talent Acquisition Program / Partnership by networking with Montclair State University, leading to a pipeline of sales candidates and a reduction in recruiting fees• ADP Training Program ranked 16th out of 125 by Training Magazine: Network’s Top Sales Learning Organizations list

Roseland, New Jersey

I had now driven positive outcomes across many different of the ADP enterprise, but came to an important realization. Throughout all of that success, I became keenly aware that regardless of the initiative that was being rolled out, if it wasn't supported with best in class training, specifically around application, that the initiative would face resistance in its adoption. I wanted to learn more about how to align sales learning with sales enablement, get managers to facilitate team buy-in, dig into the nuance, design a more people-centric approach to the way that we reinforced knowledge and supported behavioral change. And so I was tapped on the shoulder to optimize the way that we train our revenue-generating, client-facing roles. Role responsibilities and results detailed below:Responsibilities:• Delivered ADP proprietary training, as well as licensed 3rd party content to associates of all tenure levels across multiple divisions (Small Business Services Field and Inside, Major Accounts Field and Inside, Canada, Human Resources Outsourcing/Professional Employer Organization Field, Global Enterprise Solutions Field and Inside)• Provided 1:1 gap analysis, coaching, and role playing• Engaged with leaders and mentors to define and execute coaching pull-through strategies and create a well-rounded support structure for all sales associatesHighlights of Accomplishments:• Developed, implemented and delivered strategic training seminars and workshops across all domestic and selected international ADP Business units based on need• Leveraged 3rd party methodologies from Gartner, CVI, Sirius Decisions, Forrester, Covey and Hubsher to improve buyer alignment, engage in more meaningful/strategic conversations, maximize deal velocity and close rates, while minimizing discounting

Roseland, New Jersey

I had proven my success many times over, as an AE, across a small team, and then across an entire business unit, and I was starting to get noticed by senior leaders across other divisions as well. I was asked to parlay my success in the Small Business Services division into a newly created division for the company called Comprehensive Services. We brought in the most elite sellers, but each of them came to the table with different qualification methodologies, different ways of messaging, and varying levels of success. I saw the need to transform the efforts of our sellers, and drive alignment around a common and effective strategy. Role responsibilities and results detailed below: Responsibilities:• Developed, implemented, and executed on the Business Process Outsourcing Optimization project plan and the overall end-to-end Major Accounts Comprehensive Services strategy; managed sales tool/sales messaging/competitive intelligence portfolio• Coordinated / ran national and regional Business Process Outsourcing training entailing messaging, financial acumen, product knowledge, cost justification, objection handling, marketplace triggers, opportunities and territory management• Created and distributed monthly Business Process Outsourcing Thought Leadership Newsletter for sales associates and leaders, including trends, approaches, best fits, success stories and competitive intelligence• Provided sales support and strategy for DMs, SEs, VPs and DVPsResults:• Instrumental in realizing average sales revenue growth of 28% as Director of Sales Operations for newly created Comprehensive Services Sales division• Coordinated and facilitated 2-day Business Process Outsourcing Boot Camp training event in March 2012, leading to $36.8M in additional sales for that fiscal year• Created diagnostic tool designed to be used within the sales process to identify business needs and highlight areas of potential process improvement and ROI

Roseland, New Jersey

The success in my previous roles, first as an individual contributor, then as a front-line leader at ADP had me ready for my next challenge. In addition to the results I achieved personally, I felt so fulfilled by seeing those around me succeed and realized that my altruism is a superpower that sets me apart. I decided that I wanted to lift a larger population of individuals--I had uplifted a team, but could I uplift an entire business unit? After years of success in Major accounts, I was tapped on the shoulder to drive wide-scale results for our Small Business Services division. It was here that I became obsessed with enablement, specifically providing sellers with the tools, messaging and methodologies that they needed to succeed. Role responsibilities and results detailed below:Responsibilities:• Worked with Small Business Services Division to define and implement the go-to-market strategy and messaging for all sales associates, with the ultimate goal of driving efficiency/effectiveness in the sales process lifecycle• Developed, managed, diagnosed and analyzed the Employer Services sales tool, sales messaging and competitive intelligence portfolios• Developed supplemental campaign tools in conjunction with Demand Generation, Lead Development, Design and other areas within Employer Services Sales Enablement• Coordinated / facilitated Annual Sales Conference break-out sessions• Selected 3rd Party vendors; managed enterprise-wide roll outs Results:• Reduced DM turnover from 33% to 9% in ADP’s Small Business Services Field Division through an innovative onboarding and salesreadiness program, supporting year-end above-plan performance of 105%• Coordinated/facilitated Power Positioning Workshop; instrumental in defining and rolling out SBS go-to-market message/methodology

Long Island, New York

Having come from an award-winning stint as an individual contributor, I was tapped on the shoulder to drive similar results across a team. It was in this role that I uncovered my passion for coaching and development. I began to realize that as long as I carefully selected candidates that were extremely high will, I could coach them on the skills necessary to do the job at the highest levels. And because I was so focused on the development of my people, revenue followed as a result. Role responsibilities and results detailed below:Responsibilities:• Selecting great candidates; Driving the results of a team of Account Executives as related to sales of ADP's flagship product; Ensuring value-based selling and pull-through of training around process, messaging, and approachResults:• Sustained above-plan team results at 217%

Long Island, New York

After being put into a territory that yielded limited results for the prior 3 AE's, I became the Top Seller in my category and across the company by focusing on client outcomes exclusively. I learned to approach my marketplace from an "outside-in" perspective, asking meaningful questions, leading with insight, and solving real problems for my buyers, ultimately helping them to drive increased revenue, decreased cost, and mitigated risk. As a high skill, high will, results-oriented seller, I was asked to mentor others and teach my approach to those in my region selling alongside me. Role responsibilities and results detailed below:Responsibilities• Managing an expansive sales territory to meet and exceed revenue targets; self-generating sales opportunities to close new logos and expand client base, developing a strong internal and external referral networkResults:• Stack Ranked First Place in Category and Quota Group as top revenue driver at 220% of plan, earning the following awards: -Board of Directors -Crystal Falcon Award -Falcon Award -President's Club -FastStarts Award• Instrumental in developing ADP's Business Process Outsourcing go-to-market strategy and sales playbook• SME in territory management, messaging, go-to-market strategy• Sales Advisory Board Member, 2009-2010, 2010-2011

•Driving performance, managing and coordinating team of field sales representatives•Leading in the development of sales strategies, tools and communication materials in support of marketing initiatives and promotions•Planning, organizing, executing, and attending industry trade shows to boost product visibility, develop new relationships, and foster sales•Training dealers and staff (from principals to end-users) in product use and industry trends

Bs, Biology, General

Regents Diploma