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Michelle Seger is global sales strategy and change management leader with SalesGlobe. She works with leadership teams to transform their sales organizations, improve sales productivity, and increase return on the organization’s investment in sales from sales strategy to sales organization, to sales compensation. She has a concentration on global harmonization for multinational organizations and implementing change within diverse organizations. Considered an expert in her field, Michelle is a keynote and conference speaker and is frequently quoted in the national business and trade media on current and changing business trends that impact people, shape behaviors and drive performance and cultureMichelle has more than 20 years of industry experience that includes technology, financial services, manufacturing, business services, consumer products, retail, and hospitality. Prior to SalesGlobe, Michelle held leadership positions with US Bank, Accenture, Georgia-Pacific, and owned an international Italian franchise.

Michelle Seger

Building an effective, leading sales enablement team requires detailed planning that should be based on in-depth conversations around the purpose of sales enablement and how to position it in the organization.

Do Less, Not More: Overcoming Your Biggest Sales Enablement Challenges

Creating a clear charter, defining your functions, and demonstrating your ROI will get your sales operations organization on a path to driving growth. Taking

What Star Trek Can Teach Us About Sales Operations

Quota setting consistently tops the list of sales effectiveness challenges organizations face, with 61% of companies citing it in their top three. In fact, quota problems are often “the canary in the coal mine”–indicating that bigger organizational problems need to be addressed, so fixing quotas alone may not solve the real problem. Whether your quota symptom is the company not hitting its business plan, your sales team not reaching its revenue goals, or your business experiencing high employee turnover, to solve it at the core, you have to start with redefining the challenge . . . the first step in Sales Design ThinkingSM. Then you can apply the right practices to build a high-impact quota solution.
In this webcast, Mark Donnolo, managing partner of SalesGlobe will take you through the Sales Design Thinking process he explores in his latest book, Quotas! Design Thinking to Solve Your Biggest Sales Challenge. You’ll learn about proven methodologies you can apply right away as you begin to uncover real solutions to your organization’s most pressing problems.
 

Quotas! Use Design Thinking to Solve Your Biggest Sales Challenge

Over the last 20 years, Michelle Lentz has become a recognized leader in learning strategy and technology within the corporate space and has frequently presented at industry events. Often a disruptor, Michelle has modernized training strategies at companies including UPS and Oracle. She holds several certifications, including Prompt Engineering, Integrated Talent Management, Hogan Assessments, 360 Feedback, and is pursuing her ICF coaching certification. She is a recipient of the ATD Volunteer-Partnership Award and has contributed to several books, including ATD Press’s Ready, Set, Curate: 8 Learning Experts Tell You How and L&D's Playbook for the Digital Age. Michelle has a background in English and theatre. She loves to play with new technology and hang out with her dachshund.

Michelle Lentz

Michelle Yanahan, principal of ChangeFit 360, is a passionate organizational change management thought leader with proven expertise in programs that grow organizational change management as a business competency. Michelle has more than 18 years of business experience, holds a master’s degree in organizational behavior (as well as several change management certifications), and has been a featured presenter for many professional organizations, including ACMP, PMI, and SHRM.

Michelle Yanahan

Recognizing the importance of sales professionals to the overall success of an organization, this webcast takes a deep dive into the current state of sales training, drawing on data from an ATD research survey of 227 sales enablement professionals. Specifically, this webcast focuses on the way that sales training is delivered, how salespeople learn best, and the frequency of training for sales professionals. The webcast will also discuss the average annual sales training expenditures as well as several of the top barriers to delivering effective sales training. Finally, the webcast will present recommendations for overcoming barriers and creating more effective sales training programs.
The key data points presented in the webcast are taken from the new ATD research report 2016 State of Sales Training, which will be available at www.td.org/sales2016 in August 2016.
 

State of Sales Training Research Webcast

Michele C. Green is Vice President and Chief Diversity Officer at Prudential. She is responsible for leading and supporting all diversity and inclusion initiatives for the company, and for ensuring ongoing compliance with federal and state equal employment opportunity/affirmative action laws and requirements. Green joined Prudential in April 2010 as Vice President and Counsel in the Employment and Labor Law Group. Prior to joining Prudential, Green served as General Counsel of the Waterfront Commission of New York Harbor and has served as an employment attorney in prior roles. Green graduated from Seton Hall University and served as Law Clerk to the Honorable James H. Coleman, Jr. of the New Jersey Supreme Court. Green is on the Boards of GLSEN, Inc. (The Gay, Lesbian & Straight Education Network), the National Organization on Disability, and the American Conference on Diversity. She is also an active member of several professional associations. Recently, she made the Black Enterprise List of Top Executives in Corporate Diversity, and has also been honored as one of the "Most Powerful & Influential Women of the Tri-State Area" by The Tri-State Diversity Council. Green is married to Markus and is the proud mom/stepmom of five teenage children.

Michele Green

Colet Mitchell is the lead policy analyst on the employer team in the Department of Labor’s Office of Disability Employment Policy. She is an educator and has worked for several federal agencies. She holds a BS and MS from the State University of New York.

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