Author: Peter Kazanjy

Modern Performance Profile: Whitney Hillyer, Vice President of Customer Success at BounceX on team building, professional development, and more.

Whitney Hillyer (LinkedIn, Twitter), the Vice President of Customer Success at BounceX, began her tech career as an Interactive Project Manager with Home Depot, before moving on to Scanbuy, where she served as Director of Account Management and Client Services. Then Hillyer moved to Bitly, where in four years she rose from Senior Customer Success Manager to Vice President of Sales & Customer Success. Following her time with Bitly, Hillyer was Vice President of Client Success for Collective[i], before coming to BounceX. In this interview, Hillyer reveals her deeply methodical approach to various aspects of customer success and corporate management. She discusses how motivation and goal attainment can be pulled into alignment with professional development. She tells us how to measure morale, happiness, and the strength of client relationships—but also about the limits of those measurements, and how the value of, “You just know it when you see it,” persists amid the myriad metrics of a data-driven industry. What’s the secret to hiring for high performance? What are the important characteristics that you look for? …

SDR Professional Development: Modern Performance Expert Roundup

The next leader of your organization could be the Sales Rep you hired last week. One of the great success narratives of the sales world is the Rep who claws their way up from a new hire to management and beyond because of their skills, grit, and results. An environment based on meritocracy and room for upward mobility is often what attracts motivated individuals to the sales world. But here at Modern Performance, we know from experience that’s only half of the story. Adept managers provide the support, the eye for capability, and patience to teach and develop raw talent that can unlock their employee’s potential. Once a new hire enters your workplace, you have the ability to invest in them, often yielding huge goals not just for the individual but for your organization as a whole. Taking time, care, and creativity to nurture your sales team is a mutually beneficial act that’s importance and payoff cannot be overstated. We surveyed our SDR experts, several of whom started as Sales Reps themselves, about the importance …

Setting Goals for Sales Development Reps: Modern Performance Expert Roundup

Each goal you set for each employee you manage is a microcosm of the overall goals of your organization- simply put, every goal matters. Goals should never be arbitrary or aspirational but rather understood as essential to the continued growth of your company. However, communicating the context of the bottom-line is only part of the equation to truly unlock a Rep’s full potential- you’ll also need to master the fine art of setting and messaging symbiotic objectives that don’t just relate to your business model but also benefit your Rep’s personal development. The most highly functional sales teams are comprised of Reps who are motivated by ownership of their goals. As your team’s manager, you have the responsibility to make every goal you set a source of fuel for their drive and buy-in. But how do you create a sense of momentum and always raise the bar without burning even your top performers out? How do you strike a balance between goals that are inconsequentially easy and those that are frustratingly and unattainably lofty? Competition …

Sales Development Rep Communication that Inspires: Modern Performance Expert Roundup

Sales Development Rep Communication that Inspires: Modern Performance Expert Roundup Communication is a foundational skill for any leader. The ability to convey goals, provide training and corrective feedback, and express praise or criticism is the infrastructure of management itself. Communication style permeates throughout workplace culture, making it essential to model the highest level mastery of communication skills from the top-down. If you expect your reps to be candid and collaborative, you as a manager must function as a living example of those expectations. What you say, and how you say it, is critical to your ability to develop all facets of functional sales teams, from core aptitudes to high morale, trust, and team cohesion.  With such a premium on good communication established, the best place to turn for counsel is to the experts. Read on for crucial advice from our SDR management pros on how to exemplify and teach fair, honest, and effective communication. Check out their methods to inspire your employees to communicate better with you, with each other, and with your clients.  How do you …

Sales Development Rep Delegation that Empowers: Modern Performance Expert Roundup

Delegation can be your greatest tool as a manager to harnesses the power of your team to collectivly ascend beyond the abilities of any one person. Delegation also allows employees to build confidence, competence, and investment in their career with each task they take ownership of. But, as a manager, what and to whom to delegate is a constant question with heavy implications on the productivity of your organization and your relationship with those who work for you. All too often, insecurity or unfamiliarity with their team’s strengths can leave a manager overloaded on work with no one to turn to. Not engaging in delegation can create a dangerous cycle where untested workers can’t gain the experience needed to grow into someone who can be trusted to take on important work.  In this week’s Expert Roundup, our pros shed light on how to make delegation work for everyone involved. Check out their benchmarks for when someone is ready to take on more responsibility, tips on how to monitor and guide your reps through tasks to see …

Metrics of Success in Sales Development Rep Team Meetings: Modern Performance Expert Roundup

Metrics of Success in Sales Development Rep Team Meetings: Modern Performance Expert Roundup Productive conversations or time wasting wheel-spinning? Lively rhetoric or chaotic chatter? Agenda-driven time well spent, or Sales Rep emotional venting sessions? When it comes to team meetings, it can go either way- so learn how to wield this double-edged sword more effectively, with advice from our latest Expert Roundup. The numbers don’t lie, and our Experts outline how to use quantitative performance data and temporal agendas to make sure their group meetings don’t just convey weekly updates, but also elevate the skills and goals of every team member present. Read on for pro tips from our favorite SDR management gurus on how they run effective, focused, and productive team meetings that your Reps will look forward to.  What’s the secret to an effective team meeting? What’s the agenda and tempo for yours? What role do performance metrics play in team meetings for you? Brooke Lengsfelder, Director of Sales Development at mParticle In team meetings, metrics are a great way to pitch and …