All posts filed under: One on Ones

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? …

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 …