Jim Young, SAS Institute

Company: SAS Institute, Cary, NC
Entry Submitted By: SalesLabs
Company Description: SAS has helped organizations across all industries realize the full potential of their greatest asset: data. Simply put, SAS allows you to transform data about customers, performance, financials and more into information and predictive insight that lays the groundwork for solid and coherent decisions. That’s why SAS is used at more than 45,000 sites in over 100 countries, including 92 of the top 100 companies on the 2009 FORTUNE Global 500® list.
Nomination Category: Sales Individual Categories
Nomination Sub Category: Sales Training Manager of the Year

Nomination Title: Jim Young, Global Sales Performance Team, SAS Institute

1. Tell the story about what this nominee achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

 Jim Young was promoted to head a sales training department that had failed to
 add much value in past years, being seen as "too US-centric" by the company's
 Asian and European offices, and regarded as "underpowered" by its North American
leaders. Young took the reins and rolled out a new sales process, Target
 Opportunity Planning by SalesLabs, to bring all salespeople onto a common
platform. He structured the sales training team with liaison points for each
 region, who spent time rebuilding their relationships and brand with these
 internal customers. Young had the forethought to integrate the new process with
the company's CRM, and provided a coaching portal for managers to use as a
 resource. Nine months later, sales and satisfaction are at an all time high,
 with credibility now established to introduce a management training track in 2010.

 2. List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:

SAS Institute is the world's largest privately owned software company, competing
with SAP, Oracle and IBM, and employing nearly 10,000 people worldwide. Its
 sales training activities are not a matter of public record, and while the
extensive web assets supporting this program are available on the SAS GSPT
 portal, they remain behind the company's firewall.

 3. Provide a brief (up to 100 words) biography about the nominee:

 Jim Young is the worldwide manager of SAS Institute's Global Sales Performance
 team based in Cary, North Carolina. An experienced trainer in this group, Young
 was promoted to lead the team during 2009.