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How to Build a Winning Sales Team, with Kelly Wright

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September 06, 2018 14:22

00:00 / 37:49

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Kelly Wright tells the story of how selling books door-to-door shaped her
approach to start-up sales and how she went from the first sales person at
Tableau to becoming the EVP and scaled the company to nearly $1B in revenue.
Kelly brings 20 years of experience in leadership and sales roles, including
ten years at Tableau selling the company’s award-winning applications. She has
previously held positions at a number of high profile companies, including VP
positions at At Hoc, a major venture-backed software company in Silicon
Valley, and sales and management positions at Southwestern, Inc., Dale
Carnegie and Bank of America. With an MBA from The Wharton School at the
University of Pennsylvania and an undergraduate degree from Stanford
University, Kelly has also spent time at strategic consulting firms Bain &
Company and McKinsey & Company, helping executives solve strategic questions
about organizational structures, channel conflict, operations, pricing and
international expansion.
Highlights:
3:47 Why did you choose a sales role? What attracts you to sales?
4:16 What was it like to be the first sales person at Tableau and scale it to
close to $1B in revenue and become EVP?
9:14 How do you decide between working with advisors vs. hiring experts?
10:23 What advice were you given on how to scale?
12:50 How do you build and maintain positive culture?
16:06 As the company scaled, how did it change how you managed the team?
20:20 How did you coach the sales team?
26:51 How did you manage your time as a sales leader?
29:58 What were some of the best life lessons you’ve learned?
33:19 Hot Seat Questions Read more
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