All posts filed under: Morale Management

Modern Performance Profile: Whitney Hillyer, Vice President of Customer Success at BounceX on team building, professional development, and more.

Whitney Hillyer (LinkedIn, Twitter), the Vice President of Customer Success at BounceX, began her tech career as an Interactive Project Manager with Home Depot, before moving on to Scanbuy, where she served as Director of Account Management and Client Services. Then Hillyer moved to Bitly, where in four years she rose from Senior Customer Success Manager to Vice President of Sales & Customer Success. Following her time with Bitly, Hillyer was Vice President of Client Success for Collective[i], before coming to BounceX. In this interview, Hillyer reveals her deeply methodical approach to various aspects of customer success and corporate management. She discusses how motivation and goal attainment can be pulled into alignment with professional development. She tells us how to measure morale, happiness, and the strength of client relationships—but also about the limits of those measurements, and how the value of, “You just know it when you see it,” persists amid the myriad metrics of a data-driven industry. What’s the secret to hiring for high performance? What are the important characteristics that you look for? …

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? …

Chris Pollot, Director of Sales Development at UpGuard, Discusses Coaching Secrets, Recruitment, and More

Chris Pollot, Director of Sales Development at UpGuard, Discusses Coaching Secrets, Recruitment, and More. Leading a sales team can often feel like putting out fires, mitigating disasters, and otherwise being “on call” 24/7. So when Chris Pollot (LinkedIn) began his professional life in sales, but took a career “aside” to pursue actual firefighting and paramedics, it seemed like a natural transition. But knee surgery put a kibosh on his EMT ambitions, and so the current Director of Sales Development at UpGuard found his way back to sales as a recruiter for software startups. But his eyes were soon set on SaaS—and on sales roles like the ones he spent years headhunting for. Once Chris set his sights on software sales there was no turning back. He worked his way up from AE to Head of Sales Development for SaaS startup ClearSlide, building out their SDR team from zero to thriving in just three short years. At Showpad, he was brought on to do the same for their SDR organization, first internationally and then in North America—in …

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. …