All posts filed under: Operations (Sales, Biz, etc.)

Modern Performance Profile: Chris Schwass, Head of Relationship Management at Intercom

Modern Performance Profile: Chris Schwass, Head of Relationship Management at Intercom, Discusses Test Projects, Rapid Feedback Loops, Effective Delegation and More. As the Head of Relationship Management at Intercom, Chris Schwass  (Twitter, LinkedIn) should know a thing or two about evaluating candidates, hiring, and communication. A veteran of the industry, Schwass’ knowledge is hard-won and battle-tested. At LinkedIn, his teams helped to sell customers on the benefits of cultivating and maintaining professional relationships through better communication, identification of skill sets, and knowledge sharing. Schwass’ Sales Excellence group mapped sales metrics and processes to sales behavior, with the goal of influencing behavior towards those metrics. Before that, he managed a team of account managers in the Western Region of LinkedIn’s Marketing Solutions Business. In an in-depth discussion of hiring, onboarding, communication, delegation and goal setting, Schwass touches on the importance of intellectual rigor, opening back channels of communication and the efficacy of treating team members like officers rather than privates. What are some of the key characteristics you look for when hiring for high performance? The characteristic I look …