Seeing Your Training Through Rep-Colored Glasses: New Approaches for Driving Sales Force Engagement and Results

Wednesday, December 9, 2015 2:00pm - 3:00pm EST  
Host: Association for Talent Development
By: Dan Dawson, GrowthPlay; Mike Brosnan, Program Manager, MasterCard; Naomi Davidson, Senior Operations Manager, Sales Effectiveness, LinkedIn; and Lisa Clark, Vice President—Marketing and Business Development, Qstream

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Today’s sales and talent development professionals are facing a unique set of challenges. The growth of mobile technology, increasingly complex solutions, greater competition, and the need for reps to engage in more value-added selling techniques have forced training organizations to innovate to keep pace.

The good news is that powerful digital options for managing and measuring team performance are making it possible to engage sales teams in exciting new ways, uncovering what their teams really know while making those data actionable across the enterprise. In this webcast, the presenters will share lessons learned from their own experience, including how to:

  • Extend learning beyond the learning management system to critical sales systems.
  • Create a data-driven coaching culture that motivates both reps and managers.
  • Turn your sales reps into problem solvers rather than “pitch men.”


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Dan  Dawson
Dan Dawson


A skilled sales leader and consultant, Dan Dawson has more than 25 years of sales and sales management experience. At GrowthPlay, he specializes in sales management consulting and driving measurable results through reinforcement and adoption. Prior to joining GrowthPlay, Dan served as principal partner at D-Limited, leading marketing and sales services delivery for technology and financial solution providers focused on the enterprise. Prior to this, he held sales leadership positions at Varolii Corporation, NetApp, Acta, Portare, and Memorex Telex.

Dan graduated with honors from the University of North Carolina, Wilmington, with a bachelor of science degree in business administration. He also served in the U.S. Army, 82nd Airborne Division, Headquarters Company, Office of G-3 Planning and Operations.

Mike Brosnan
Mike Brosnan

Program Manager, MasterCard

Mike Brosnan currently serves as program manager of global talent development and global sales effectiveness at MasterCard. He is responsible for strategic planning and project management that support the design and delivery of MasterCard's global sales development strategy and knowledge reinforcement. Prior to this role, Mike worked in positions supporting B2B marketing, sales optimization, and learning and development.

Naomi  Davidson
Naomi Davidson

Senior Operations Manager, Sales Effectiveness, LinkedIn

In her role as senior operations manager of sales effectiveness with LinkedIn, Naomi is focused on empowering the company’s global sales force to move at world-class speed, quality, and agility. Prior to joining LinkedIn, Naomi led the education partnerships team at Khan Academy, an innovative nonprofit with a mission to provide a free world-class education to anyone, anywhere. Earlier career experience includes roles at McKinsey & Company and Pixar. Naomi is an alumna of UC Berkeley and MIT's School of Mechanical Engineering.

Lisa Clark
Lisa Clark

Vice President—Marketing and Business Development, Qstream

Lisa’s focus is on establishing Qstream’s acclaimed platform in fast-growth market sectors worldwide. She has 20 years of experience building high-value software companies, brands, and market share. Prior to Qstream, she led marketing for several successful early-stage startups, including Avid Technology and Centra Software, and was responsible for successful repositioning, product launches, and pipeline growth at Bottomline Technologies and the FeedRoom. She holds a journalism degree from American University in Washington, D.C., and a master’s degree in business communication from Simmons College in Boston.


  • Qstream

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