Rachel Cavallo

Rachel Cavallo specializes in strategies that transform sales forces and drive them to adopt real change… the kind of change that produces results. Rachel has driven change in front office organizations at Johnson & Johnson, Intercontinental Hotel Group, BP, T.Rowe Price, Schroders, Ingersoll Rand, Avon, Central Garden & Pet, Syngenta, Choice Hotels, Apartment Investment Management Company, and many others.

Over the course of her career, Rachel estimates that her change efforts have, in some way, impacted how more than 15,000 business-to-business sales reps across multiple companies, industries, and countries drive business with their customers, either via technology, process, or go-to-market strategy. Most recently, Rachel has led efforts to design focused, practical, and highly tailored sales leadership and coaching programs that could impact over 100,000 more sales representatives and leaders across the globe. She has also worked on multi-modal learning programs that leverage distance learning to reduce time out of field combined with highly collaborative classroom experiences and post-training application plans that are tightly integrated with sales leadership and coaching efforts… to drive real change that is practice and sustainable.

Rachel combines her change management experience with her complex project management skills and creative talent to create targeted, innovative, and transformative programs that work. From process, to leadership, to stakeholders and from the star rep to the struggling rep, Rachel develops and executes thoughtful programs that address the unique needs of each sales organization while keeping in mind the individual needs of each salesperson… time in field, customer relationships, sales incentives, and all of what drives salespeople to perform critical business-building activities each day.

Focus Areas:

  • Sales process design and implementation
  • Sales leadership and coaching program development
  • Sales capability development
  • Sales organizational strategy and design
  • Change management and sales communications

Read what Rachel has to say here.

Rachel Cavallo

“The secret of joy in work is contained in one word-excellence. To know how to do something well is to enjoy it.”

-Pearl S. Buck