Specialisations

Project management experience based on providing professional solutions to change management in the sales environment. That means working with VP Sales, Country and Area Managers, Sales Managers and Account Managers to introduce and help implement training programmes, new channel models or new account management approaches.

Professional

Before being a sales development consultant Silvana was active for 23 years in various Sales, Sales Management, Product and Market Development, for Reuters. She lived in a number of European countries and in the United States for long periods. She knows what it takes to successfully lead and manage multi cultural teams. Based in Brussels, she is an Italian national and speaks English, French and Dutch fluently.

She has worked on consultancy projects to solve the following issues: set up and running a telesales operation, specialised approach to small accounts, how to sell profitably marginal products, implementation of telesales support systems, development of induction and sales training programmes, insure fast start for entry-level sales positions, programme to avoid sales staff burnout and manage expectations, reorganisation of international account managers, introduction of strategic account planning to account managers, implement the introduction to sales of complex CRM methodology.

Background

Silvana Delatte worked for NATO, Air France and Harris Publishing before joining Reuters in 1982. She completed her education in Italy before going to Cleveland, Ohio to specialise in Industrial marketing.