01 / CRM IMPLEMENTATION & ADOPTION
Making Salesforce part of how sales works.
A platform rollout is also a change in how people plan, manage relationships, and work with their leaders.
My contribution
I supported the enterprise Salesforce rollout, designed role-based training, and built a Champion network. As CRM Program Manager, I led roadmap, governance, support, and adoption across Sales Cloud and Marketing Cloud.
Areas of work
- Role-based training and a local Champion network
- Standardized governance, prioritization, and support
- Sales manager coaching using reports, dashboards, opportunities, and activities
Documented scope
The rollout expanded from 300 to 1,000 users. I later managed 1,130 active users; in my Director role, training and engagement supported 90% weekly adoption. These figures reflect different periods.
02 / COMPENSATION IMPLEMENTATION
Connecting compensation programs with sales operations.
Compensation systems sit at the intersection of sales expectations, operational processes, and technology.
My contribution
I helped implement Salesforce Spiff compensation and now design and administer programs for more than 600 sales representatives. This work connects platform implementation with the ongoing administration of sales compensation.
Areas of work
- Spiff compensation implementation participation
- Sales compensation program design
- Ongoing program administration
Documented scope
Programs covering more than 600 sales representatives.
03 / CUSTOMER WELCOME PROCESS
Giving new customer relationships a deliberate start.
A new customer relationship needs a clear beginning: what happens next, who is involved, and how sellers and leaders participate.
My contribution
I helped facilitate and implement a new customer welcome process with sales leaders and sellers, translating the welcome experience into a process teams could execute.
Areas of work
- Facilitation with sales leaders and sellers
- Customer welcome process implementation
- Connection between the customer experience and sales execution
Process focus
A consistent approach to welcoming new customers and involving the sales organization.
04 / TERRITORY ALIGNMENT & PLANNING
Translating territory strategy into field execution.
Territory design becomes useful when it connects customer coverage decisions to a workable plan for sellers.
My contribution
I contributed to territory alignment execution and territory planning, and developed territory management and customer coverage models. My CRM work also included implementing Salesforce Maps and Territory Management.
Areas of work
- Territory alignment execution
- Territory planning and customer coverage models
- Salesforce Maps and Territory Management implementation
Process focus
Connecting territory structure, customer visibility, and seller planning.
05 / ROLE CLARITY & EXECUTION
Making responsibilities easier to put into practice.
Sales processes depend on people understanding their role in the work and how it connects to others.
My contribution
I helped build out role clarity and execution processes as part of broader sales operations work, connecting the definition of responsibilities with practical execution.
Areas of work
- Role clarity process development
- Connection between responsibilities and execution
- Sales operations process build-outs
Process focus
Turning expectations into a clearer basis for day-to-day work.
06 / SELLER PRIORITIZATION & PLANNING
Connecting the plan to the next action.
Sellers have to make choices about where to spend their time and which customer activities to prioritize.
My contribution
I helped build tools and processes for seller prioritization and planning, connecting sales workflows with the practical needs of territory and customer execution.
Areas of work
- Seller prioritization tools
- Planning processes for sellers
- Connection to territory and customer planning
Process focus
A practical framework for deciding where to focus and how to plan sales activity.
07 / CUSTOMER CADENCE
Making customer engagement a repeatable practice.
Customer relationships need an ongoing rhythm of attention, rather than a series of disconnected activities.
My contribution
I helped build customer cadence processes as part of sales process development, linking the way sellers plan their work with ongoing customer engagement.
Areas of work
- Customer cadence process development
- Connection to seller planning
- Support for ongoing relationship management
Process focus
A more deliberate approach to planning recurring customer engagement.
08 / CUSTOMER, BUDGET & ACCOUNT PLANNING
Bringing customer priorities into the sales plan.
Territory plans, customer budgets, and account plans address different levels of the same sales effort.
My contribution
I contributed to customer planning and budgeting, account planning, and territory planning process build-outs. Together, these areas connect broader coverage priorities with planning for individual customer relationships.
Areas of work
- Customer planning and budgeting processes
- Account planning processes
- Connection between territory and customer plans
Process focus
Linking territory-level direction with customer-level planning and execution.
09 / SELLER & SALES LEADER TRAINING
Helping people use the process, not just learn the tool.
Sellers and sales leaders use the same systems from different perspectives and need training that reflects their responsibilities.
My contribution
I designed and delivered role-based training for sales associates and leaders across the United States, built a Salesforce Champion network, and developed manager coaching programs using Salesforce workflows and reporting.
Areas of work
- Seller training and enablement
- Sales leader training and coaching
- Champion network, communications, and adoption support
Documented scope
National role-based training and ongoing seller and leader enablement.
10 / SALESFORCE & POWER BI
Putting useful visibility closer to the work.
Reporting is most useful when it connects information with the decisions sellers and leaders need to make.
My contribution
I helped implement Salesforce and Power BI dashboards and integrated Power BI visualizations into Salesforce to expand customer insights and support field decision-making.
Areas of work
- Salesforce dashboard implementation
- Power BI dashboard implementation
- Power BI visualizations integrated into Salesforce
Process focus
Connecting customer insights, reporting, and the everyday sales workflow.