Built Learning and Development (L&D) team for LTL sales force from scratch. Led initiatives to enhance onboarding and continuous employee and talent development for 400+ sales professionals and leaders across various levels within the $774M Less-Than-Truckload (LTL) business unit. Drove measurable business outcomes by establishing targeted training programs. Collaborated with sales leaders and cross-functional teams to assess performance metrics, identify skill gaps, and tailor development plans. Created blended learning environment, integrating, virtual, in-person, elearning, LMS modules, and microlearning solutions. Fostered culture of accountability through performance coaching.
Accelerated individual performance with game-changing tools: Utilized DiSC, psychometric exams, individual development plans (IDPs), and quarterly sales training curricula. Leveraged Brainshark, a learning management system (LMS) that uses artificial intelligence (AI) in tandem with facial and vocal recognition capabilities to analyze sellers' and customer-facing personnels' messaging to customers and provide real-time feedback for optimized training, adoption, and delivery.
Transformed LTL sales organization by devising standardized sales methodology, establishing New Leader Assimilation Program, introducing performance management interventions, and continually refining programs to address ever-changing market challenges.
• Achieved 95% certification of sales force within <4 months of building an entire sales methodology training and certification program.
• Reduced new seller time to productivity from 124 days to <98 days through optimized onboarding processes.
• Identified and stopped 30% of sales force from quoting incorrect prices, resulting in significant customer experience (CX) improvement.
• Recognized as “A Player” for 3 consecutive years through performance evaluations and nominations from peers and C-suite executives.
• Successfully trained sales leaders how to effectively coach and manage underperforming, mid-level, and high potential (HiPos) team members.
• Defined proprietary B2B sales methodology across entry-level, national, international, and enterprise sales channels.
• Improved CX ratings by 8 points in 90 days, partnering with operations leaders to improve sales processes at critical hand-off points.
• Increased employee retention by working with HRBPs/leadership to enhance career mobility paths and develop succession plans to meet the organization's future needs.
• Inspired employees by showcasing behaviors of successful sellers and sales leaders. Created knowledge, skills, abilities, and other traits (KSAOs) profiles of top performers for study.
• Aligned objectives and key results (OKRs) with KSAOs and KPIs to ensure workforce readiness to meet current and future organizational goals.
Endorsements:
“I needed someone who could empathize with the Account Executives and the challenges they faced in the field, but also drive accountability and performance through the C-level leadership and everyone level in between. I got that and more when we brought Lana onto the team. Lana showed up from the first day in the role with a level of professional grace and enthusiasm that I have rarely encountered in my career.” – Julia N., Former VP, XPO Logistics
“Dedicated, brilliant problem-solver, generous co-worker, accomplished and respected leader. These are just a few of the ways that I (and others) have described Lana. Our industry is fast-moving and often unpredictable, but Lana was completely at ease with the pace and nature of the work. She strives to deliver detailed and accessible training no matter the circumstances and knows exactly what’s called for in any situation.” – BJ C., Former Colleague, XPO Logistics
"I had the privilege of working for Lana Adams in the sales learning and development team at XPO Logistics. During her time leading our team, she demonstrated exceptional leadership skills, was a strong motivator, and consistently acted as a solution catalyst.
Lana's ability to identify and address training and development needs within the organization was exceptional. She worked closely with department leaders and employees to understand their unique challenges and provided tailored solutions that elevated the skills and knowledge of our workforce." - Holly H., Former Direct Report, XPO Logistics