How to succeed as a territory manager at Conga

Kelli Blystone

March 20, 2019

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At Conga, our team culture is a core part of who we are as a company. We think Conga is a great place to work, and we want to share our experiences—and our team!—with the world. In our Employee Spotlight blog series, we’re introducing readers to the talented folks in the Conga offices, and sharing how they’re finding success on this high-growth, fast-paced team. Today we’re talking to Kelsey Hewitt to learn how she’s moved through the sales organization and found successes along the way.

Name: Kelsey Hewitt

Title: Territory Manager

1. How long have you worked at Conga? One year and nine months 2. What’s a little known fact about you? I was a Pampers diaper model when I was a baby! 3. You’ve been able to find success as an Account Executive/Account Manager, and have had a solid start as a Territory Manager (TM). To what do you attribute your success? I think my success can be attributed to always asking questions and leveraging relationships with other departments outside of sales to support prospective customers—including the Product, Professional Services, and Partners teams, and others when needed. 4. How do you define success as a TM at Conga? It's easy to define success as hitting your quota, but with our new Territory Manager model, I believe becoming an expert in your territory and the “go-to” person by building relationships and being on top of regional trends will be key. That moment someone reaches out to you and says, “Hey I got your information from so-and-so—I would like to discuss Conga,” is a successful day! 5. How do you overcome setbacks? All setbacks should be utilized as a learning experience for future scenarios. Assess the setback, understand what you could have done better, and apply the lesson moving forward. By understanding that failures can be turned into future successes, they are never truly setbacks. 6. Do you believe in any specific sales methodologies? I have never followed a specific sales methodology by the book. However, over the past month we started a new sales training called Winning by Design, and I have already seen a direct impact in our sales performance! I plan to continue to utilize the strategies we’ve learned in this training in the future. 7. Tell us how you approach objections and ways you overcome them to push toward a sale. My approach to objections has changed as I have become more confident in this role and the Conga Suite. I try to challenge a prospect’s objection to understand the “why” behind the solution and how it will serve their specific needs—this helps me address their concerns and answer any questions they may have to help them feel more confident in their purchase. 8. How do you like to spend your time outside of Conga? My time outside of Conga is spent in true Colorado fashion—usually hiking, skiing, or trying out a new brewery with my husband and our 100-pound Great Pyrenees, Roxy! 9. What’s one piece of advice you’d give a new hire on how to find early success at Conga? Always be curious! There are so many resources at your disposal if you are open to being curious—whether that is digging into our Salesforce for old leads and opportunities, reaching out to your peers who have found success, or asking questions of those outside of your direct team. If the Territory Manager (TM) role aligns with your career path, you’re in luck! We’re looking for a few key TM hires that are interested in their own slice of a $1.7 trillion industry, and ready to help us take Conga to the next level! Check out our careers page to apply.

Kelli Blystone

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