This document is a resume for Michelle K. Clayton. It summarizes her 20 years of experience in sales and sales training for academic publishing companies, including her roles leading high performing sales teams and consistently exceeding sales goals. She has extensive experience selling and implementing digital learning solutions and is skilled in consultative selling, relationship building, and coaching others.

1. Michelle K. Clayton
1267 Willow Bend Drive (330) 416-6479
Medina, OH 44256 4lkystrs@gmail.com
Personality Statement
Customerfocused,resultsdriven, self-motivated, successfulteamplayer. Exceptionalcommunicator,
consultative sellingwithstrong listeningskills. Successful selling, presentation,&implementationof software
and integratedsolutionsbothinpersonandmLearning/eLearningenvironments. Relationshipbuilder. Detail
orientedwithsolidorganization,problemsolvingandfollow throughcompetencies. Inquisitivethinkerwith
drivingworkethic.
 Twenty yearsof sales,sales trainingexperience inprintcontent&digital solutionsto
academicmarket
 Flexible,astute,strategicprofessionalandesteemedmentor/coach
 Strongleadershipcapabilitiesinhighstressandambiguousenvironments
 Consistentperformer,President’sClub/CEOSummitWinner,Top25
 MemberSalesEffectivenessSummittoExecutive Management
 National SalesMeetingPresenter
WOLTERS KLUWER HEALTH/LEARNING/RESEARCH/PRACTICE
International publisher of digital solutions and print content for Nursing & Allied Health professions formerly
known as Lippincott/Williams/Wilkins.
Solutions Consultant August 2014-Present
Focus on key course areas support Health Professions in academic market; qualify leads, present solutions and
close adoptions in 31 states east of the Mississippi; coach team of 9 reps on territory management, strategy and
sales process; develop business plans and high level team execution to close sales; provide market feedback,
secure authors and reviewers to unseat takeaway business; collaborate with publishing team to bring products
into deeper development to meet customer needs.
Key Highlights:
Finished at 136% of goal for 2014
Nominated for Employee Appreciation Award at 2014 National Sales Meeting
Finished at 142% of goal for 2015 in Top 20 Accounts; 112% of goal overall
Presenter at National Sales Meetings
CENGAGE LEARNING
e-Learning & technology contentproviderof print,digitaland online integrated solutionsto highereducation
market. Formerly Thomson Learning,a $7 billion internationalorganization with domesticand worldwide
offices.

2. Implementation& Training Specialist, Cleveland, OH January 2013-June 2014
Drive salesof keylearningsolutionsindistrictof 38 campuses. Provide tactical andstrategicsupporttoSales
Representativesinthe identificationof digital productsales opportunities,introductionof Cengage productsto
prospective customersanddevelopmentof total learningsolutionsthatmeetthe customer’spresentand
anticipatedfuture needs. Provide digital producttrainingandimplementationtoensure customersatisfaction
and highlevelsof digitalproductutilization. Model andreinforce Consultative SellingSkillsframeworkto
identify/qualify/close business. CollaboratewithDistrictManager,Digital SolutionsCoordinators,SalesReps,
and technologydevelopment teamstodevelopandexecutestrategiestoincrease sales,productactivation,
and customerretention.Providepost-sale trainingandhighlevelsupportforcustomerstoensure account
stabilityandcustomerloyalty. Manage technical supportcase issuesto resolution. Workcloselywithproduct
developmentandmarketingteamstoprovide productdevelopmentfeedbackandinputfromcustomers.
Secure trial/classtests toleadtoadoptionof full product.
Key Highlights:
 CEO SummitAttendee,GrandCayman
 FinishedFY2013 at 105% of goal/$13.5+ million
 Q1 + January101% of target
 Sell,TrainandImplement 10-12 core online solutionproductsformultiple teachingandlearning
modelstoindividual,committeeandadministrativelevel users bothweb-basedand onsite
 SecuredIntegrationsoftware installationat75% of accounts, improvingcustomerworkflow
 AssistAdministratorsandFacultyinInstructional Designworkflow
 Responsible forbuilding&strengtheningcustomerrelationshipsanddeepeningsoftware usage across
district
Executive Publishing Rep, Cleveland, OH 2002 – 2012
Strategicallymanage andprioritize 17campusesand representCengageLearningtothe highereducation
marketmost recentlyinBusiness/Economics/Computingdisciplines. Presentdigital solutions,assessment
software andcontentcritical productsto bothindividualandlarge committee decision-makers. Combmarket
for reviewersandauthorleads. Inventmarketingstrategysurroundingdirect-to-studentsales. Experience in
sellingall disciplinesincludingMath/Science;Social Science/Humanities;Business/Economics/Computing.
Key Highlights
 Exceedingsalestargets 104% (2008), 124% (2009), 115% (2010)
 Increased Digital/CustomSales37% over2 yeartimeframe 2011 (17%) & 2012 (20.2%) from
$1.2mm to $1.7mm
 GrewDirect-to-Studentsales385% from$87,000 (2010) to $338,000 (2012)
 Presented,sold,closedandtrainedonCengage Digital ProductsSAM,Aplia,CengageNow,
CourseMate, iLRN,EnhancedInSite,Webtutor,CustomBlackboard&Angel Cartridges
 Member SalesEffectivenessSummitCouncil2011 to provide needsanalysistoExecutive
Management
 Regional RepTrainerresponsibilityadded2011 to assistDistrictManager withreps’sales
strategies,systemstraining, publishingcycle,negotiationskills

3.  CSS Certified&trainedrepsonmodel at New RepTraining/NationalSalesMeeting
HARCOURT/THOMSON LEARNING 1999 – 2002
Publishing Rep, Math & Science Minneapolis, MN
Harcourt purchased by Thomson in 2001. Thomson family sold off academic division to private equity and became
Cengage Learning.
KeyHighlights
 Top 10 representative finishingat134% of target (2002), President’sClub Attendee,PuertoRico
 Exceededsalestarget108%(2001), 101% (2000)
 Achievedgoal 3out of 4 fiscal years,1 year missedfinishedat96% (1999)
MacMillan Computer Publishing
Sales Representative, Minneapolis, MN 1996-1999
MacMillan Computer Publishing sold to Pearson Education/Prentice Hall in 1999.
KeyHighlights
 Launch of Academicpublishingimprintwithintrade house (QUE,SAMS,New Riders)
 Grewsales97% insingle discipline over2.5years from$363,000 to over $700,000, achievinggoal
each FY
 Collaboratedwithfacultytodefine curriculuminNetworking,A+certification,IntrotoComputers,
Programming;MIS,
 Managed 30 accountsin 5 state territoryof MN WI, IA,ND,SD
EDUCATION/TECHNICAL SKILLS
B.S.,Communications, OhioUniversity,CumLaude Graduate 1990, MinorsinSpanishand Political
Science
Member, National SpanishHonorary withStudyAbroadsemesterinMexico
Completedover50hours of salestraining;fluidinCSS, SellingtoVITO,NeedsAnalysis
Fluentin CustomerRelationprograms Magellan(Oracle based),CRMS,SalesLogix,Salesforce.com
ProficientinMSOffice,MS Windows,All Browsers,Mac,CloudComputing
ConversantinmajorcampusLMS systemsBlackboard, Canvas, D2L,Angel