Sales Acceleration Program

When sales leaders needed to drive consistency, clarity, and execution across dozens of territories, I built a change program that combined role clarity, manager enablement, and performance systems. The result: faster adoption, stronger accountability, and measurable improvements in team execution.

    • Managers shifted from reactive problem-solvers to proactive coaches.

    • Sales reps engaged in more structured, higher-quality pipeline and customer conversations.

    • Teams built a habit of using tools and dashboards to guide decisions.

    • Clearer role clarity for both managers and reps, reducing duplication of effort and confusion

    • Challenge:
      Sales managers and reps operated without a shared playbook. Meetings, dashboards, and expectations varied widely by region. This made it difficult to scale wins, coach effectively, or measure impact consistently.

    • Goal:
      Design and implement a program that standardizes execution across the field, equips leaders to coach to clear expectations, and builds lasting habits that improve accountability and performance.

  • Program design:

    • Defined role clarity and success criteria for frontline leaders and reps.

    • Created simple tools and checklists to make coaching and pipeline conversations consistent.

    • Built a repeatable operating rhythm (meetings, dashboards, follow-ups) aligned to performance goals.

    Behavioral framework:

    • Anchored change in habit science: weekly routines, coaching prompts, and small wins that compound.

    • Designed learning experiences for managers that blended live workshops, digital toolkits, and in-field practice.

    • Used “change multipliers” (leaders modeling, recognition, peer sharing) to accelerate adoption.

    • Learning strategist: translated leadership’s performance vision into practical behaviors and systems.

    • Instructional designer: created workshops, toolkits, and manager coaching guides.

    • Consultant: facilitated alignment sessions with executives, sales ops, and managers to ensure adoption.

    • Program manager: oversaw pilot, rollout, and adoption tracking across territories.

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