All posts filed under: Sales Development Rep Management

Brooke Lengsfelder, Director of Sales Development at mParticle Discusses Management, Hiring, Team Cohesion and More.

Brooke Lengsfelder, Director of Sales Development at mParticle Discusses Management, Hiring, Team Cohesion and More.    Brooke Lengsfelder (LinkedIn) began her career at TalentBin as an SDR and then as an Account Executive, where she focused both on direct selling and sales enablement and management. From there, Lengsfelder moved on to a startup selling into recruiting agencies, HIRABL where she handled selling, growing, training and managing the sales team, and sales ops. Since then, she has continued to develop her focus on building and growing sales development processes, first at Quid, Inc. and now in the mobile space with mParticle, as their Director of Sales Development. Lengsfelder spoke with us about selecting and onboarding SDRs, and about the delicate balancing act of developing junior candidates into a cohesive and effective team, while concurrently preparing them to move ahead. What’s a secret for hiring for high-performance?  What are the most important characteristics that you look for? I tend to look for four characteristics: competitiveness, eagerness to make money, attention to detail and organization–I bucket those together–and …

Modern Performance Profile: Daniel Barber, VP Sales of Datanyze

Daniel Barber, VP of Sales at Datanyze, Discusses Identifying Passion, The Importance of Writing Ability, The Power of Book Clubs, and More Daniel Barber’s (LinkedIn, Twitter) wanderlust has served him well on the way to becoming a leader in sales management. Having lived and worked in Australia, the U.S., the Netherlands, Germany and Japan, Barber was exposed to a variety of cultures and their unique take on management practices. He has taken much of what he learned and put it into practice as Vice President of Sales at Datanyze, a leading provider of online customer prospecting intelligence for marketing and sales, here in the U.S. In our discussion, he touches on what’s he learned, including elements of a Japanese philosophy on people management, known as kaizen. Barber explains how continuous improvement is at the heart of team management and individual development, and he points out how it relates to product feedback loops and the ‘build, measure, learn’ approach to product development and sales. What’s the secret to hiring for high performance? What are the most important characteristics …

Modern Performance Profile: Annelies Husmann, Director of Sales at Mode Analytics

Modern Performance Profile: Annelies Husmann, Director of Sales at Mode Analytics, Discusses Hiring, Communication, Delegation and More It was her idealism that initially led Annelies Husmann (LinkedIn) to sales. As someone who always considered herself an environmentalist, she had landed a dream job at Opower, a customer engagement platform for utilities. Laying out the benefits of smarter energy consumption was a natural fit for her. But before long, she found that she had fallen in love with selling itself. Since those early days, Annelies has also become attached to startup culture, moving from Opower to Yammer and then to AdRoll, where she was exposed to management and mentoring. She immediately took to the challenge of helping others develop and grow their careers. In her current role, as director of sales at Mode Analytics, she was able to build out a sales and account management program from the ground up. In a wide-ranging interview, we touch on topics including how she uses her Personal Work Time (PWT), winning like you’ve been there before, and why she …

Modern Performance Profile: Dhiraj Singh, Inside Sales and Operations Manager at MemSQL

Modern Performance Profile: Dhiraj Singh, Inside Sales and Operations Manager at MemSQL, Discusses the Secret to Hiring, Setting Goals For, and Communicating With SDRs Over the past several years, Dhiraj Singh (Linkedin, Twitter) has seen the sales process from nearly all levels. Dhiraj experienced the perspective of a co-founder with OneCal, a social calendaring start-up.  Afterwards, he worked his way up from SDR to AE and eventually Head of Sales & Marketing Operations at his last company, TechValidate. Dhiraj now serves as the Inside Sales and Operations Manager at a top operational data warehouse MemSQL. There he uses his experience to manage a team of SDRs and account executives. Dhiraj has considerable amounts of experience running efficient teams and scaling them quickly.  In this interview, Dhiraj reveals some of the wisdom he has gleaned throughout his career.  On hiring, Dhiraj addresses how to determine a candidate’s prospecting ability during the interview and how to hire those capable of managing ambiguous situations. Singh shares his perspective of onboarding as a full team endeavor and on key onboarding benchmarks. …

Modern Performance Deep Dive: Dhiraj Singh, Inside Sales and Operations Manager at MemSQL

Modern Performance Deep Dive: Dhiraj Singh, Inside Sales and Operations Manager at MemSQL Over the past several years, Dhiraj Singh (Linkedin, Twitter) has seen the sales process from nearly all levels. Dhiraj experienced the perspective of a co-founder with OneCal, a social calendaring start-up.  Afterwards, he worked his way up from SDR to AE and eventually Head of Sales & Marketing Operations at his last company, TechValidate. Dhiraj now serves as Inside Sales and Operations Manager at a top operational data warehouse MemSQL. There he uses his experience to manage a team of SDRs and account executives. Dhiraj has considerable amounts of experience running efficient teams and scaling them quickly.  In this interview, Dhiraj reveals some of the wisdom he has gleaned throughout his career.  On hiring, Dhiraj addresses how to determine a candidate’s prospecting ability during the interview and how to hire those capable of managing ambiguous situations. Singh shares his perspective of onboarding as a full team endeavor and on key onboarding benchmarks. From communication and culture, to goal setting and feedback, Dhiraj shares many …