About Julie

Julie has served clients in multiple sectors—including industrials, medical devices, media, and software—on a range of sales-growth initiatives. In her role as a leader of McKinsey’s sales capability-building work, she cofounded McKinsey Sales Academy in 2017 to deliver tailored training programs at scale with a heavy focus on “learning by doing.” Her expertise stems from her experience leading broad sales transformations and implementing multiple global capability-building programs. Additionally, she has designed sales organization structures and redesigned key sales enablers, such as customer-relationship-management (CRM) tools, training programs, and performance management, to deliver on business objectives.

Examples of Julie’s recent client work include the following:

  • designing and implementing sales-stimulation strategies as well as building key capabilities for a medical-device company, with a focus on sustainability and supporting infrastructure—including redesigning the onboarding training program, the Salesforce.com interface, performance management, and governance—achieving a 100 percent increase in sales year over year
  • launching and helping to implement a program to build key account-management capabilities for a global materials company, resulting in an 8.5 percent lift in margin on $2 billion in revenue
  • leading a go-to-market transformation and change program to change behaviors and mind-sets of a sales team within a more than 20-thousand-person global sales organization

Before joining McKinsey, Julie worked in marketing at Apple. She ran her own record label for close to a decade and is a regular keynote speaker at events, including the Women in Sales Awards.

Published work

For top sales-force performance, treat your reps like customers,” McKinsey & Company, June 2017 

Education

University of Chicago Booth School of Business
MBA

New York University
BA, individualized study