All posts filed under: When & Where to Coach

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 …

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 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 …