Diana Tedrow

Experience

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  APAC Teleservices

  Jan 1993 - Jan 1995

  Corporate Trainer

  SALES/SUPERVISOR/SALES TRAINER/START-UP LEADER/CORPORATE TRAINERAccountable for recruiting, hiring, training all outbound sales staff for existing and new branches.o Supervisor for multiple teams managing exemplary results for financial and insurance products.o Trained all staff via new hire programs and continuing education for new products.o Selected to open new facilities – entailed recruiting, hiring, training, and running facility through transition to permanent leadership.o Selected to Def-Con team to identify gaps on low performing programs, develop correction strategy, implement solution (training, staff changes, coaching) to expected results.o Promoted to Corporate Trainer to develop curriculum for branch roll-outs as well as to facilitate and manage high profile program rollouts for both inbound and outbound programs. Show less

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  McLeodUSA

  Jan 1996 - Jan 2002

  Sales Manager

  SALES MANAGERAccountable for recruiting, hiring, training all sales and account management staff for remote sales office. o Increased sales productivity over 60% leading the state (WI) in 1999, 2000 & 2001 for productivity/rep (4 AEs achieved Pinnacle Award for top 1% performance), lowest employee attrition (14% compared to 70% state average), and team quota attainment (116% cumulative quota attainment for 3 years). o Recognized as top sales branch in Eastern Region – Gold Award 2000 Top Sales Manager for exceeding quota and quality metrics (143% annualized quota).o Achieved Pinnacle Award for top 1% for 3 years (1998, 1999, & 2000).o Selected for 1st McLeod Candidate School – 1 of 12 employees chosen (out of 10,000+ employees) for 9 month program to indentify and develop future leaders of the organization.o Requested to provide Management Development program and training for mangers throughout the company related to recruiting, hiring, training, and developing staff. Funnel management, effective coaching, documenting development plans, and retention training development and delivery. Show less

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  Nextel Partners

  Jan 2002 - Jan 2002

  General Manager

  GENERAL MANAGERManaged 3 Direct Sales Teams/Managers, 3 Indirect Sales Teams/Channel Managers, and Sales Support/Order Entry Staffo Facilitated recruitment strategy to drive headcount and retention efforts by decreasing sales rep attrition by 51%o Achieved 101% of target unit sales cumulative through all channels for 2002o Created lost sales reporting and tower deployment assessment business case for CAPEX network expansion for Iowao P&L for State of Iowa: Responsible for managing budgets for CPGA, ARPU, CAPEX, and OPEX targets Show less

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  Verizon Business

  Jan 2005 - Jan 2006

  Sr Sales Manager

  SR SALES MANAGER ENTERPRISE ACCOUNTS - IOWAOversee all functions for sales and marketing division including; recruiting, hiring, training, development, forecasting, funnel management, quota attainment, and metrics reporting.Products sold: MPLS, Dedicated Internet, Dedicated Voice, Managed Services, and CPE.o 898% CPE quota attainment (Cisco) 2M sale with Rockwell Collinso #1 Sales Manager in Corporate West for CPE sales May, 2006.o Largest WAN sale Midwest 2005 – Sauer Danfoss 70+ site International MPLS network Show less

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  CPI Communications

  Sept 2006 - Sept 2010

  Director of Sales

  DIRECTOR OF SALES – DIRECT AND INDIRECT CHANNELSResponsible for all sales and support functions for direct and indirect sales channels Products sold: MPLS, VoIP, Dedicated Internet, Ethernet, Dedicated Voice, and Managed Services.o Top 13 Qwest Business Partner 2009 – up from 48 o Exceeded Qwest Partner annual quotas 2006, 2007, 2008, 2009o #1 VoIP Sales 3rd Quarter 2008 - #3 overall in QBPP 2009o CPI Leadership Award 2007

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  Windstream Enterprise

  Sept 2010 - Jul 2012

  Sr District Dealer Manager

  SENIOR CHANNEL SALES MANAGER NE/IAStart-up Indirect Sales Channel for Windstream in Iowa & Nebraska Grew from 0 to 21 Active Selling Agents in two yearso 1st 4 months sold $65K on ramped quota of $14,500o 131% of Quota 2011 – selected as Elite Winnero Won Rookie Agent Channel Manager of the year 2011 – top sales for channelo Key wins MPLS Lite National WANs with Kum & Go and Casey’s General Stores

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  Cox Communications

  Jul 2012 - now

  Director of Learning and Performance - Sales Responsible for collaborating with multiple business units to deliver Learning and Development assets and execution for sales professionals across Cox Communications. Led L&D for the following areas in the past 4 years; Cox Residential (B2C), Cox Business, New Ventures, and Cox Media (B2B). Developed robust onboarding programs with level 4 measurement - won Brandon Hall Bronze award for Advances in Learning Measurement and ATD award for Excellence in Practice. Supported Sales Leadership Academy 6 month extensive program driving EQ, AQ, Business & Financial Acumen, and Executive Presentations and business cases. Built a 4 pillar Manager Track for Coaching, Measuring Metrics & Matrix, Interviewing and Recruiting for Talent, and Fundamentals. Created a University platform for employee development with robust tools, resources and reinforcement materials for behavior change sustainment and KPI achievement. Show less Responsible for Cox Business sales results across 4 sales teams including sales staff, sales support, and alternate channels. Since 2012 managed all sales channels and ancillary support roles including: Inside Sales, Inside Retention, Outside Sales, Outside Retention, Agent, Cox Business Security, Building Access, Account Services, Sales Support Coordinators, Sales Admin, and Strategic Account Specialists.Manage sales department budget for operating expenses, determine appropriate staffing levels (have reduced HC in two outside sales team to drive increased production/head)Worked with multiple markets to define and deploy Sales Support Coordinators - resulting in 70% decrease in YoY ChargebacksCox Business Retail Key Metrics: o MRC increased 46% between 2012 and 2018o Increased retail CIS by 14% in the most mature market in the enterprise 2012-2018o Increased retail service revenue by 29% in the most mature market in the enterprise 2011-2018o Increased install & maintenance revenue by 271% 2012-2018o Worked cross-functionally to develop and implement Outbound Inside Retention Rep pilot to focus on churn and maintaining/growing existing customer revenue. 61% of customers touched by OIRR upgraded/purchased new serviceso Developed and implemented Indirect channel in Omaha (2nd market with official selling agent program) growing revenue from greenfield to securing $66k in annual CIS each year ($428k in annual incremental revenue for 2016)o Reduced customer relationship churn from 1.0% (2012) to .65% (2018)o Reduced MRC churn from .43% (2012) to .25% (2018)o Reduced average monthly MRC churn dollars from $21.3k (2012) to $16.9k (2018) per month increasing retail revenue by 29% over the same time period2018 Cox Business Metrics:o Division increased top line MRC production YoY by $37Ko Increased Rep CIS production/head by 21% YoYo Outside Sales CIS attainment 109% to LRPo .65% customer relationship churn (#1 lowest CRC in all CB Markets) Show less

  • Director of Learning and Development - Commercial Sales

    Jan 2019 - now

  • Director of Commercial (B2B) Sales

    Jul 2012 - Jan 2019