KAREN YATES
Toronto
Summary
As a Sales Leader, Trainer, and Certified Leadership Coach, I specialize in transforming sales professionals and leaders through training that doesn’t just inform but creates lasting behavioural change. I’ve worked with everyone, from brand-new reps with no experience to seasoned sales leaders looking to elevate their teams.
My coaching consists of three main philosophies: prioritize relationships over transactions, great leadership fuels performance, and behavioural change drives results. This means that long-term success is built on trust, not just short-term wins; sales teams thrive under strong leadership, not micromanagement, and real transformation happens when habits shift. With these philosophies in mind, I create high-impact coaching experiences that blend empathy with accountability, energizing teams and equipping them with the tools they need to increase revenue, accelerate sales cycles, and improve margins—all while reducing churn and client erosion.
Sales training should be engaging, relatable, and immediately applicable. Teams don’t succeed from lectures or dry frameworks—they succeed when they have someone who understands their challenges, connects with them, and delivers strategies that truly resonate. That's where I come in.
Overview
36
36
years of professional experience
1
1
Certification
Work History
Senior Manager Facilitation and Coaching
Rogers Communications
01.2019 - Current
- Optimizing sales performance by partnering with Corporate and Dealer Sales Leaders to assess performance, identify growth opportunities, and implement strategies that drive revenue, shorten sales cycles, and improve client retention.
- Delivering impactful training through designing and facilitating experiential, results-driven sales programs based on adult learning principles to enhance skills, boost margins, and strengthen customer loyalty.
- Elevating sales execution by preparing teams for high-stakes interactions through role-play, video coaching, and strategy assessments, ensuring confidence and mastery in client engagements.
- Developing high-performing leaders by coaching Sales Leaders on pipeline management, opportunity reviews, communication, and executive presence to drive team success.
- Providing 1:1 coaching to improve performance, accelerate career growth, and enhance personal branding.
- Building trusted partnerships by fostering strong relationships with internal and external stakeholders, promoting collaboration, trust, and long-term success.
Sales Development Coach
Xerox Canada
01.2016 - 01.2019
- Designed and delivered high-impact sales training by leading consultative sales, product, and skill development programs, equipping reps with the tools to drive revenue and customer engagement.
- Enhanced sales execution and deal support by providing in-field coaching, facilitated complex sales cycles, and managed key customer relationships to accelerate deal closures.
- Elevated sales performance through coaching, reinforcing core sales principles via pre-call planning, role-play, 1:1 coaching, and development sessions tailored to junior and senior reps.
- Expanded reach and scalability by delivering training and coaching across multiple remote and in-person locations throughout Ontario, leveraging WebEx for virtual engagement.
- Boosted Rep retention and productivity by proactively identifying retention risks, developing personalized growth plans, and increasing sales rep participation and productivity.
- Improved sales readiness and long-term development by creating targeted action plans and providing ongoing coaching to refine skills, enhance confidence, and sustain performance growth.
- Aligned development and business goals by working with department heads to integrate employee growth initiatives with company objectives, directly impacting sales success.
Business Development Manager
The Toronto Congress Centre
07.2015 - 10.2015
- Expanded client base and revenue growth by proactively identifying new business opportunities, building strong relationships with key decision-makers, and driving sustainable revenue growth through consultative sales strategies.
- Developed tailored client solutions, leveraging a deep understanding of client pain points to create customized solutions that delivered measurable value, fostering long-term partnerships and repeat business.
- Empowered and developed sales teams by mentoring junior team members in consultative selling, negotiation, and relationship-building, fostering a high-performance sales culture rooted in accountability and continuous improvement.
- Championed a leadership approach that balanced empathy with ownership, creating an environment where sales professionals felt supported while being held to high standards.
- Created a culture of learning and innovation by fostering a safe environment where open discussions and idea-sharing were encouraged, leading to more collaborative problem-solving and team growth.
- Elevated leadership and sales strategy by connecting with others, building trust, and driving behavioural change, translating into increased revenue, reduced staff turnover, and strengthened client relationships.
Regional Vice President - Corporate Card Sales, National Vice President - Corporate Card Sales
Diners Club International
01.1997 - 01.2000
- Cultivated and maintained strong partnerships with key decision-makers, executives, and financial leaders to position corporate card solutions as a value-added asset.
- Built, coached, and mentored top-performing sales teams, fostering a culture of accountability, trust, and continuous improvement through strategic coaching and development.
- Designed tailored corporate payment solutions by deeply understanding client pain points, increasing adoption rates, and enhancing customer retention.
- Led regional sales operations, optimizing sales processes, pipeline management, and forecasting to ensure consistent achievement of revenue and growth targets.
- Partnered with internal teams, including risk, finance, marketing, and product, to refine offerings and align corporate card solutions with market needs.
- Established a safe, innovative learning environment where sales professionals could share ideas, refine skills, and grow into impactful sales leaders.
Sales Representative, Manager Agency Program, Sales Manager, Director Major Accounts, Regional Vice President
Sprint Canada
01.1989 - 01.1996
- Led regional sales strategy, driving revenue growth, market expansion, and operational excellence across multiple business units.
- Spearheaded large-scale sales initiatives by managing executive relationships and positioning solutions that enhanced business performance.
- Designed and executed sales strategies that optimized regional performance, expanded market share, and drove sustainable growth.
- Served as a key advisor, aligning sales initiatives with corporate objectives while collaborating across teams to enhance product offerings and customer experience.
- Managed sales operations, leveraging data-driven insights to optimize forecasting, quota setting, and strategic planning.
Education
Bachelor of Arts Degree -
University of Western Ontario
London, OnSkills
- Performance coaching
- Cross-functional team coordination
- Client relationship management
- Organizational development
Certification
- CERTIFIED LEADERSHIP COACH, ESSENTIAL IMPACT, 07/22
- EXCELERATOR MASTERY, ESSENTIAL IMPACT, 12/21
Professional Development
- PHONE POWER SALES TRAINING
- HARRIS LANIER BASIC TELEPHONY/SALES SCHOOL
- SALES DYNAMICS BY THOMAS THORNTON & ASSOCIATES
- EFFECTIVATION SALES TRAINING
- THE SCHIFFMAN PROCESS BY STEPHEN SCHIFFMAN
- PERFORMANCE MANAGEMENT TRAINING
- ACCLIVUS MAPS PROGRAM (MAJOR ACCOUNT PLANNING STRATEGIES)
Timeline
Senior Manager Facilitation and Coaching
Rogers Communications
01.2019 - Current
Sales Development Coach
Xerox Canada
01.2016 - 01.2019
Business Development Manager
The Toronto Congress Centre
07.2015 - 10.2015
Regional Vice President - Corporate Card Sales, National Vice President - Corporate Card Sales
Diners Club International
01.1997 - 01.2000
Sales Representative, Manager Agency Program, Sales Manager, Director Major Accounts, Regional Vice President
Sprint Canada
01.1989 - 01.1996
Bachelor of Arts Degree -
University of Western Ontario
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