Author: Peter Kazanjy

Make the most of Sales Development Rep One-On-One Meetings: Modern Performance Expert Roundup

Make the most of Sales Development Rep One-On-One Meetings: Modern Performance Expert Roundup There’s nothing like a one-on-one meeting to provide the best forum for you most important conversations. Whether the topics are praise and development, constructive criticism and conflict management, or mentoring and bonding, making face time with each individual that works for you builds their trust, skills, and dedication to your organization. One-on-one meetings show that Sales Reps are valued as individuals and are often the setting where people are at their most honest and responsive.  But, with limited time for every meeting in a busy workweek, how can you really utilize one-on-one meetings to both you and your employee’s benefit? Modern Performance sat down with managers at top firms to share their methods for effective one-on-ones. Their solutions include everything from agenda items, optimal locations to meet, and communication techniques to keep your staff candid and on-track through one-on-one meetings. What’s the secret to an effective one-on-one, and what’s the agenda and tempo for yours? Dhiraj Singh, Inside Sales and Operations Manager …

Modern Performance Profile: Katie Cartwright, Head of Fulfillment Sales at EasyPost, on how communication influences performance, public positive reinforcement, and more.

Modern Performance Profile: Katie Cartwright, Head of Fulfillment Sales at EasyPost, on how communication influences performance, public positive reinforcement, and more. Katie Cartwright (LinkedIn, Twitter), the Head of Fulfillment Sales at EasyPost, began her sales career in commercial real estate.  From there she moved on to Chegg, where she started as an Advertising Operations Specialist and finished as BP Business Operations Manager.  Following her time with Chegg, she moved on to ADARA, where she was the Global Director of Sales Operations, running their sales planning and pre-sales support team and their sales operations.  Now at EasyPost Cartwright manages the full funnel inside sales team. In this interview, Cartwright discusses how she monitors her teams at every stage of their sales, and how that attention plus her understanding of interplay between metrics and employee performance pays off.   What’s the secret to hiring for high performance? What are the most important characteristics you look for? I look for a number of things; one of the most important is the ability to problem solve. I search for individuals who …

Onboarding Sales Development Reps Successfully: Modern Performance Expert Roundup

Onboarding Sales Development Reps Successfully: Modern Performance Expert Roundup Onboarding new hires is a continued investment—the investment of the hiring process, which requires careful planning for success. This is not simply an exercise in bringing employees up to speed—teaching core skills and competencies—but instead a rare opportunity to establish culture, foster ownership, and drive collaboration and team cohesiveness. Modern Performance interviewed top managers at firms like Eventbrite, Datanyze, UpGuard, MemSQL, MuleSoft, and mParticle about how they use the onboarding process to its fullest potential. There is no one secret, no magic bullet, to successful onboarding. Different companies have their own unique circumstances, cultures, and onboarding concerns. Our experts’ answers reflect this, highlighting methodologies ranging from establishing a weekly book club to throwing new hires in to the deep end. However, despite their differences our experts agree that onboarding is a continual and invaluable process, one which we cannot afford to overlook. What’s the secret to effective staff onboarding? Philip Galligan, Global Manager of Sales Development at Eventbrite: “The secret to onboarding is to have a plan. …

Modern Performance Deep Dive: Mike Haylon, VP of Sales at Care Message, Discusses Smart Goal Setting, Key Metrics, Candid Feedback and More

Modern Performance Deep Dive: Mike Haylon, VP of Sales at Care Message, Discusses Smart Goal Setting, Key Metrics, Candid Feedback and More Mike Haylon (LinkedIn, Twitter) chalks his sales career up to equal parts intent and fate. Growing up, his father had always encouraged him towards selling. In college, Mike participated in cold-calling efforts to raise money for his school’s endowment. He demonstrated his intent by taking the script, throwing it out the window and rewording it in a way that he felt would be more compelling. He had discovered that how you frame a pitch deeply impacts people’s interest in buying. But his real-world sales career would be kicked off by fate. He applied for and accepted his first sales job at cloud platform OpenAir largely because the company’s founder was also an alumnus of Holy Cross. That led to several years with the company, including after its acquisition by Netsuite, where he grew into roles of increasing responsibility. But Haylon wanted to be in a high-growth company with a focus on social impact. …

How to Hire the Best SDRs: Modern Performance Expert Roundup

How to Hire the Best SDRs: Modern Performance Expert Roundup More than any other single factor, hiring the right candidates determines the success of a company, which is only as strong as the individuals who make up its committees, teams, and offices. But how to separate the wheat from the chaff in sales hiring? From a hunger learn to genuine passion and intelligence: What characteristics are the most indicative of high performing individuals?  Modern Performance asked top managers at top firms like Datanyze, UpGuard, MemSQL, mParticle, and Eventbrite to share their secrets and battle-tested methods of identifying the key characteristics and capabilities of high performers during the hiring process. Our experts’ opinions differ, yet one thing is certain: Lemons or plums, make your choice wisely. For nothing has more sweeping implications for a company’s success than attracting and hiring the right people for the job. What’s the secret to hiring for high performance? What are the most important characteristics that you look for? Daniel Barber, VP of Sales at Datanyze: The core attribute I look for, and I’ve written …

Modern Performance Profile: Philip Galligan, Global Manager of Sales Development at Eventbrite, Discusses Managing Staff by Leveraging Data, Communicating Culture, Setting Goals, and More

Modern Performance Profile: Philip Galligan, Global Manager of Sales Development at Eventbrite, Discusses Managing Staff by Leveraging Data, Communicating Culture, Setting Goals, and More For nearly a decade Philip Galligan (Linkedin) has worked within a constantly evolving sales field. As new technologies and methodologies have been adopted, Galligan’s data-driven approach to solving problems has paid dividends. He began his career as a business development representative, quickly moving up to senior account executive and then to SDR team lead. Results-driven and personable, Galligan now works as the global manager of sales development for Eventbrite. In this interview, Galligan shares hard-earned insights from his career in the industry. On staff management and team building he reveals an individual-centric approach, emphasizing the importance of understanding the needs and motivations of team members. Always with an eye on data, Galligan highlights how data and such an individual approach intersect, explaining how we can use qualitative and objective data together to effectively manage. What’s the secret to hiring for high performance? What are the most important characteristics you look for? …

Modern Performance Deep Dive: Bridget Gleason, VP of Worldwide Sales at Logz.io

Modern Performance Deep Dive: Bridget Gleason, VP of Worldwide Sales at Logz.io Bridget Gleason (LinkedIn, Twitter) grew up a witness to the value of swimming against the tide. Along with five sisters and an older brother, she first experienced the concept of calculated risk by watching her father become a serial entrepreneur at a time when funding was hard to come by, and venture capital meant a trip to the bank. After a decidedly traditional start at Xerox, Wang Laboratories, and Hewlett-Packard, Bridget found herself taking a calculated risk of her own. Wanting to control her own schedule and spend more time with her young children, she opted to start her own company. Suddenly she was hiring and managing other people, something she’d never done before. This comfort level with risk and entrepreneurship led her to sales management and ultimately to be the VP of Worldwide Sales at Logz.io. In this interview, we discuss what she’s learned over a noteworthy career, including topics like the importance of internal dialogue, identifying roadblocks using metrics, and empowering …