All posts filed under: Coaching & Feedback

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 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 …

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 …