Top Performers Spotlight Featuring Kelly Blythe, Business Development Strategist with Colorescience
In this interview series called “Top Performers Spotlight,” I am talking to sales representatives who have also excelled and have been recognized as the top performers in the medical industry. They share their expert insights with sales professionals who want to achieve the same success. As a part of this series, I had the pleasure of interviewing Kelly Blythe.
Being an account manager is like having your own business. The more you put in, the more you get out. Our potential is limitless, and I have experienced first-hand & have taught thousands of salespeople just like you. I’ve earned 4 back-to-back Presidents' Circle and led the historically poorest performing sales team to #1 in the nation within 2 years.
So let's get you thinking like a business owner.
In this interview series called “Top Performers Spotlight,” I am talking to sales representatives who have also excelled and have been recognized as the top performers in the medical industry. They share their expert insights with sales professionals who want to achieve the same success. As a part of this series, I had the pleasure of interviewing Kelly Blythe.
Kelly Blythe, Business Development Strategist with Colorescience,
a medical-grade skincare line sold through Plastic Surgeons, Dermatologists, and Medical Spas. Kelly has over 15 years in the medical sales industry, among the most recent 5 years with Colorescience. Kelly has a proven track record of success earning three Presidents Circle as a top performer. https://www.colorescience.com/
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1. Tell us about your career journey and how you transitioned into medical/ pharmaceutical sales?
My sales career began as a District Manager at a Fortune 500 company in my early 20s. I remember in my initial interview, the hiring manager said to me, “I think you might be too soft and sweet to succeed here.” I asked that she give me a chance to prove to her why I would be successful because of those qualities. 11 months later, I was named “Rookie of the Year” in my region and earned my first President’s Club. That manager and I are still friends to this day, and I am forever grateful that she took a chance on me.
While I loved the camaraderie and culture at that workplace, I knew that I was ready to try something new after about five years. The idea of transitioning to a smaller company where I could be involved in decision-making intrigued me after being part of such a large organization. I was presented with an exciting opportunity in medical device sales at a start-up as employee number 6. It was thrilling to be involved in the process of naming products, educating doctors on new, innovative technology, and performing hands-on trainings with clinicians. Being at a start-up was like running my own business, which taught me essential skills I use to this day.
After about five years working in medical sales, I took a leap of faith and transferred from Orthodontics into the field of Dermatology. I knew there would be a learning curve associated with this move, but I was interested in skin health and decided the personal reward outweighed the risk. It was then that I found Colorescience and have been here ever since, holding several different positions within the company.
2. What do you love about the industry within medical sales you work in (dental/general med/medical aesthetics/ pharmaceutical)?
The thing I love most about working in Dermatology can impact one’s health positively. Skin cancer is the most common cancer in the United States. In fact, current estimates are that one in five Americans will develop skin cancer in their lifetime. The good news is, skin cancer is preventable if precautions are taken. Our mission at Colorescience is to educate, protect, and impact lives through the use and reapplication of our products. This mission strongly resonates with me because not only is my sister a melanoma survivor, but I’ve had many close friends who have been affected by skin cancer and have even lost loved ones because of it. Educating my partners and their patients on preventative care through our products brings me great purpose and meaning.
3. What is a common myth about your job or field of expertise?
At the start of the pandemic, Colorescience pivoted and restructured the company to work virtually in teams of specialists. This concept has proven itself as a successful business model during the past year and a half, so we continue to work this way. I think a common misconception of a traditional “outside sales” position being virtual is that we’re not getting in front of our partners anymore. However, it has been quite the opposite! Without windshield time, I am able to have far more productive activities than I ever have before. My meetings are more intentional, I am on Zoom calls with decision-makers vs. attempting to make it past gatekeepers, and I have more time to follow up with the plans we have put in place. While we may not be walking indoors in person, I feel as though we’ve never been more present.
4. Tell me about the three most influential people in your life and how they impacted you?
My parents have always been the best role models and instilled a strong work ethic in me. Prior to their recent retirement, my mom was a first-grade teacher in her district for 25 years and my dad was at the company he retired from for over 27 years. Collectively, they taught me the ways to get ahead in life are simple and that is to: have high morals, to be nice, to work hard, and most of all, to balance your priorities. Balancing priorities is something I think a lot of working moms, especially in my generation, have had a particularly difficult time with. Having the guidance and support of my parents has helped me tremendously through my career path.
Fortunately, my husband and I share similar priorities when it comes to caring for our family while maintaining a busy schedule. He is someone I truly admire when it comes to pursuing passion as a career. What started out as a love for the environment as a college intern at an environmental consulting firm evolved into a successful business partnership, where he eventually earned the position of Vice President of the same company he started 15 years ago. He went on to earn his MBA and juggles his time working as a part-time Professor of the Sustainability and Resource Management Program at a local college in hopes of impacting future generations. His influence has helped me in finding purpose and passion in my career endeavors.
5. What has led to your success?
Overall, being agile is what I contribute much of my success to. There are always going to be circumstances or decisions that don’t make your job easy. In fact, sometimes circumstances and decisions can make your job extremely difficult. But frustration is part of the process. Holding yourself together, finding workarounds, and seeking solutions is what makes you grow and develop along the way. Having the ability to pivot while maintaining a positive attitude will get you far, both professionally and personally.
6. What’s your biggest failure—and what did you learn from that experience?
There was a time early on in my career where the quantity of my activity outweighed the quality. I would pick up and drive anywhere to chase business. I would knock on as many doors as possible in one day, or just show up for the sake of showing up. I believed sales were a number game and that I would be successful if I simply hustled more than everyone else. It took me a while to recalibrate that mindset but once I did, I realized that providing value to partners is what makes you stand out. Whether it is creating customized reporting, solidifying pull-through strategies, or sharing a new article, providing value is what helps our partners achieve something, which is ultimately my goal.
7. What is the most important lesson you’ve learned over your career?
You must enjoy what you’re doing because you spend a lot of time doing it! Whether “it” is the people, the product, or the purpose, you’ve got to be behind what it is you’re doing in order to provide yourself with meaning. While I like the term, “work/life balance,” I think my current Area Director, Kelly Cesa, said it best when she explained to our team, “It’s more about giving yourself permission for work and life to ebb and flow cohesively. Sometimes work requires more of your attention and other times it needs to be focused on family. It’s the imperfectly perfect balance.” Working with someone who promotes both physical and mental health, and allowing each of us to give each other grace when needed has created strong bonds and beautiful relationships within our team. This is what gives me the motivation to bring my best self to work every day.
8. What advice would you give someone who wants to earn top recognition award?
When someone has a goal in mind like earning a top recognition award, I advise them to first and foremost, be vocal about it! Make it well known to friends, family, co-workers, management, etc. what their goal is so they can gain support and welcome constructive feedback. Next, I would have them write down all the steps they need to take in order to achieve that goal with impactful decisions they can make daily or weekly in order for them to complete them. It has always been my best practice when I have a big goal in mind to break it down into tiny pieces. Lastly, I would encourage them to celebrate the little wins along the way. It’s the little wins that sometimes make the biggest difference.
9. What is your favorite leadership development book?
Some of my favorite leadership concepts come from a very non-traditional source! I recently read a self-help book called Big Magic by Elizabeth Gilbert. She discusses the attitudes, approaches, and habits we need to live our most creative and best lives. In it, she says, “You can measure your worth by your dedication to your path, not by your successes or failures.” I am a big believer in this. I’ve always known it to be more important in life to be authentic to yourself than to define what success looks like on paper to others. She also states, “It’s a simple and generous rule of life that whatever you practice, you will improve at.” I agree with her that there is always room for improvement in what we are doing. Having the willingness to evolve constantly is how we can better ourselves.
10. What is your next big goal, and how will you reward yourself when you achieve your goal?
I am currently completing steps towards promotion to a Senior position within my current role. When I earn this new title and the responsibility that comes with it, I would love to celebrate by taking a day off and going to Disneyland with my kids!
Thank you Kelly for these really excellent insights, and we greatly appreciate the time you spent with this. We wish you continued success and good health!
If you've been recognized as a top performer and want to be featured in the Top Performers Spotlight, send a Direct Message to Danielle Cobo
Download your free digital Crush Your Quota Workbook Download Here
Meet Elite Career Coach, Danielle Cobo
Danielle has gone from clothes stored in trash bags to leading a team for a Fortune 500 company with no previous management experience. She's spent 15 years in medical sales, earning four back-to-back Presidents’ Circle as an individual contributor, and led the historically poorest performing sales team to #1 in the nation within two years.
At 2 years young she was kidnapped by her mother, met her dad at 15 to then lose her mother to suicide. Through these challenges, she has learned how to transform self-doubt into resilience, drive, motivation & confidence.
Since then, she has taught thousands of people how to do the same in their career acceleration, sales performance, and company culture so they discover their vision, recognize the power within & create the life they desire.
Danielle is a sought-after speaker, published author & podcast host. As seen in...
Women’s Quarterly Magazine, Authority Magazine, Modern Aesthetics, Practical Dermatology, FOX News, ABC World News, and Morning Blend, Dress for Success, Women in Tech, and Chamber of Commerce
Get in touch with Danielle today to speak about the potential of a keynote speech, corporate workshop, or coaching options.
