Erica Abt

Senior Consultant at The Brevet Group
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Contact Information
us****@****om
(386) 825-5501
Location
Greater Chicago Area
Languages
  • Spanish Professional working proficiency
  • English Native or bilingual proficiency

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Masami Middleton

Erica is an exceptional consultant and brings an ideal combination of serious smarts, teamwork, client-facing skills, attention to detail, and great work product. She instantly builds rapport with clients, and confidently tackles new industries and business problems with confidence. Whether it's designing and delivering great sales training/leadership programs, developing go-to-market strategy, or writing books on sales operations/enablement, CRM, or multi-generational sales, Erica always rises to the occasion. She never gets rattled under pressure and is an absolute delight to work with!

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Credentials

  • Herrmann HBDI Certified Practitioner
    Herrmann International
    Sep, 2016
    - Nov, 2024

Experience

  • The Brevet Group
    • United States
    • Business Consulting and Services
    • 1 - 100 Employee
    • Senior Consultant
      • Jan 2022 - Present

      The Brevet Group is a sales effectiveness firm that bridges the gap between strategy and execution. We partner with sales teams who have the vision and guts to reimagine how they sell to modern buyers. Our unique approach combines strategic consulting, custom training, and modern sales enablement to translate ideas into tangible results.

    • Senior Consultant (Symmetrics Group)
      • Jul 2015 - Dec 2021

      Symmetrics Group is a sales performance consulting and training firm that helps B2B clients develop and sustain high performing sales teams. Our distinct approach brings together management consulting and hands-on training capabilities focused on sales strategy, sales process execution, sales leadership, and sales force capability. Through proprietary resources like our Way of Sales blueprint and Sales Force Transformation methodology, we enable sales leaders to manage big and small changes toward sustainable improvements in sales team performance. Example projects include:•$800b+ AUM Global Asset Management Firm: Worked with the COO, CRM, and L&D stakeholders to build a training program focused on sales skills that support a globally consistent sales process. Starting with Territory and Account Planning, we rolled out a one-day training program to over 500 sales professionals in over 20 countries. The program received excellent scores and we are rolling out additional phases of training aligned to the Opportunity Management stage of the sales funnel. •$950b+ AUM Global Asset Management Company: With 20+ people across several functions needed to complete an RFP, the process was not only cumbersome but was also resulting in sub-optimal outcomes. We worked with the head of Relationship Management plus five internal teams to develop a RACI to streamline the work and recommended an RFP leader to orchestrate the various stakeholders’ involvement throughout the process. •Northeastern-Based Health Insurance Organization: Worked with the new SVP of Sales & Marketing to assess the sales organization given aggressive growth goals and entry into a new geographic market. The assessment covered the required size of sales force, internal organization structure and incentive compensation. The client received an unbiased review of positives and negatives from an outside party and clear, implementable recommendations that were received well by internal stakeholders. Show less

  • CEB, now Gartner
    • United States
    • IT Services and IT Consulting
    • 700 & Above Employee
    • Senior Director, CEB IT Leadership Council Midsized
      • Apr 2014 - Jun 2015

      • Responsible for a $9.2m business within our middle market segment that is growing at 130% • Direct responsibility for an account management team of 12 employees that oversee 630 customers with retention and new sales targets • Sales coach for running routine large-scale trainings: commercial conversations, time management skills, account management operational skills • Strong cross-functional partnership with product and marketing to achieve the primary goal of increased retention and wallet share. Collaboration on activities such as strategic planning, improve effectiveness of customer communication, monitor and improve consumption and lead generation• Revenue operations: responsible for territory management, goal assignment, incentive exceptions• Talent management: workforce planning, succession planning, performance management Show less

    • Director and Pyramid Lead, CEB HR Leadership Council
      • Apr 2013 - Apr 2014

      • 2013 Accomplishments- 119% of annual goal with an overall contribution of $1.76million- Class III Firm Builder Award, Presidents Circle winner- Increase wallet share by 14% through delivering over $200K of new business to existing clients• Managed a team of four direct reports that oversaw 400 customers and totaled $6m annual revenue• Premium Service Operations Manager – Partner with product team to lead monthly operational and financial reviews for bolt-on products; Responsible for managing and reporting key metrics such as price increase, unit and dollar renewal rate, and equitable product representation Show less

    • Director, CEB HR Leadership Council
      • Jun 2012 - Apr 2013

      • 2012 Accomplishments - 114% of annual goal with overall contribution of over $1.5million - Class II Firm Builder Award, Presidents Circle winner - Increased wallet share by 11% by selling over $160K of new business to existing clients• Sales operations partner with internal revenue operations team to build a client planning and service technology platform; Responsible for training and user adoption• Lead bi-monthly product training sessions for six new team members Show less

    • Associate Director, CEB HR Leadership Council
      • Jan 2011 - Jun 2012

      • 2011 Accomplishments- 120% of annual goal with overall contribution of over $1.5million- Class I Firm Builder Award, Presidents Circle winner- Increased wallet share by 10% by selling over $118K of new business to existing clients• Achieved 4th (out of 43) highest performance globally for the classic portfolio management role• Build and maintain client relationships with 100+ human resources executives through consultative selling techniques for the HR Leadership Council; a global strategic advisory network comprising of over 1,200 mid-size organization ranging from $50m to $1b in revenue• Effectively diagnose client renewal likelihood, potential contract value, budget timeline, approval process and invoice needs• Partner with marketing to design targeted campaigns to engage member and reach prospect pool Show less

    • Inside Account Representative, HR Leadership Council
      • Jun 2010 - Jan 2011

      • Supported 5 associate directors in overachieving program goal• Pulled-forward over $500k of 2011 contract value into 2010• Created check-in call and team orientation frameworks and other development tools for use by entry-level support staff

  • Department Of Army
    • United States
    • Facilities Services
    • 300 - 400 Employee
    • Contract Specialist
      • Jul 2009 - Jun 2010

      • Wrote, negotiated and awarded contracts that support the communication and electronic needs of the Army • Performed market research and thorough cost analysis on formal proposals written by contractors • Participated in an internship program with on-line courses and training seminars • Wrote, negotiated and awarded contracts that support the communication and electronic needs of the Army • Performed market research and thorough cost analysis on formal proposals written by contractors • Participated in an internship program with on-line courses and training seminars

  • Management Dynamics
    • United States
    • Software Development
    • Marketing Extern
      • Jan 2009 - Jan 2009

      • Extracted and summarized 2008 lead information from databases on hubspot.com and salesforce.com • Supported sales team by researching prospective accounts and providing information for sales approach • Extracted and summarized 2008 lead information from databases on hubspot.com and salesforce.com • Supported sales team by researching prospective accounts and providing information for sales approach

  • Starlight Children's Foundation Canada
    • Canada
    • Non-profit Organizations
    • 1 - 100 Employee
    • Marketing and Communications Intern
      • Jun 2008 - Aug 2008

      • Worked with Development Manager to revitalize press kit and marketing materials • Created PowerPoint presentations for potential corporate and civic donors • Diagramed Starlight’s reach in over 200,000 hospitals in various cities within its four state region • Worked with Development Manager to revitalize press kit and marketing materials • Created PowerPoint presentations for potential corporate and civic donors • Diagramed Starlight’s reach in over 200,000 hospitals in various cities within its four state region

Education

  • Saint Louis University
    Bachelor, Business Administration, Spanish
    2005 - 2009
  • The University of Manchester
    Bachelor's degree, Business Administration, Spanish
    2008 - 2008
  • Saint Louis University in Madrid
    Business Administration, Spanish
    2007 - 2007

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