Driving Sales Growth for Yelp

TL;DR

• Joining Yelp pre-IPO as a salesperson, drove sales growth by promoting Yelp Ads to small businesses across the country.

• Achieved an average of 125% against a monthly quota, with a top performance of 150% in Q3/Q4 of 2012.

• Mentored 4 newly hired Account Executives, contributing to the success of the sales team.

Intro

As Yelp was expanding into new markets, the company was facing competition from traditional advertising channels like the Yellow Pages. To scale effectively, Yelp needed effective salespeople to promote the benefits of Yelp Ads to small business owners.

Problem statement

Yelp needed to scale into new markets, competing with traditional advertising channels to promote small businesses.

Approach

Joined Yelp as an Account Executive in Training and was eventually promoted twice to Senior Account Executive.

Sold advertising for the Yelp Ads product to small businesses across the country from the San Francisco headquarters.

Prospected and nurtured a sales pipeline on a daily basis, working on territories in Tennessee, Kentucky, Detroit, MI, and Riverside, CA.

Results

Achieved an average of 125% against a monthly quota and was in the top 10% of the sales organization in 2012.

Hit 150% of the quota in Q3/Q4 of 2012.

Impact

As a top performer, I was asked to mentor 4 newly hired Account Executives during their first 60 days of training, contributing to the success of the sales team.

Lessons learned

The experience taught me the importance of hard work, dedication, and the power of mentorship in driving sales growth in a competitive environment.