Thursday, November 7 | 2:00 – 3:00 p.m. EST

Leveraging insights from Gartner’s world class sales coaching practices, WEX Inc. set out to develop and implement a successful sales coaching model. In order to build their sales coaching model, the organization kept a high-level focus on the primary attributes that define world-class sales coaching practices and then narrowed their focus to coaching time, coaching quality and coaching to the sales process. The outcome resulted in overall improvement of coaching effectiveness scores significantly in one year’s time.

Join us for this TICE Virtual Conference session. Your host Kathryn Connolly, director of global sales and operations training at WEX Inc., will share her experiences and lessons learned on her journey to build and execute a sales coaching culture at WEX Inc.

This interactive session will provide easy-to-understand insights on:

  • Creating the framework for implementing a sales coaching program.
  • Tools and resources available to build metrics and data measurement to support program return on investment.
  • Building a culture of coaching for new sales professionals and new sales managers.


Kathryn Connolly, CPTM, Director of Global Sales and Operations Training, WEX Inc.
Kathryn Connolly leads the sales, service and operations training function at WEX Inc. under the direction of portfolio risk operations. The training team strives to make the company an “easy-to-sell-for” and “easy-to-buy-from” organization by collaborating with all global business units to optimize operational effectivenes and providing expertise, training and technology.

The training team champions organization-wide knowledge sharing by identifying, creating and distributing information. Kathryn oversees and develops strategies ensuring all training functions are strategically aligned with business objectives. Kathryn believes core fundamentals of knowledge sharing will be instrumental in driving the cultural change necessary to improve sales performance.

Kathryn has spent the last 20 years working in a variety of roles and has a unique blend of functional business operation experience, content management and learning and development (L&D) expertise.