All posts tagged: Performance Metrics

Modern Performance Profile: David Greenberger, Vice President of Sales & Brand Strategy at Splash talks healthy competition, teamwork, and more.

Published by Peter Kazanjy

David Greenberger (LinkedIn, Twitter), the Vice President of Sales & Brand Strategy at Splash, began his sales career with Yext, where he ascended from Sales Associate to Sales Manager to Director of Sales. Greenberger then helped to rebuild Yext’s Pay-Per-Call product as Head of Sales for their FELIX division before it was sold to IAC. From there, he moved to Foursquare, where he served as Head of Midmarket Data Sales for three years, before coming to Splash. Greenberger favors hiring in cohorts and developing sales teams through an intensive focus on core values and gamification, creating a competitive but collegial atmosphere. From the first interview through promotion, he strongly emphasizes transparency of process—it doesn’t get much more transparent than tracking performance on a public scoreboard with dynamic features. Beyond this, always evident in Greenberger’s advice is an awareness that his role as manager is not just to direct action, but to help employees find their own paths, and a belief that leadership can clear roadblocks and facilitate success. What’s the secret to communicating goals? Be …

Metrics of Success in Sales Development Rep Team Meetings: Modern Performance Expert Roundup

Published by Peter Kazanjy

Metrics of Success in Sales Development Rep Team Meetings: Modern Performance Expert Roundup Productive conversations or time wasting wheel-spinning? Lively rhetoric or chaotic chatter? Agenda-driven time well spent, or Sales Rep emotional venting sessions? When it comes to team meetings, it can go either way- so learn how to wield this double-edged sword more effectively, with advice from our latest Expert Roundup. The numbers don’t lie, and our Experts outline how to use quantitative performance data and temporal agendas to make sure their group meetings don’t just convey weekly updates, but also elevate the skills and goals of every team member present. Read on for pro tips from our favorite SDR management gurus on how they run effective, focused, and productive team meetings that your Reps will look forward to. What’s the secret to an effective team meeting? What’s the agenda and tempo for yours? What role do performance metrics play in team meetings for you? Brooke Lengsfelder, Director of Sales Development at mParticle In team meetings, metrics are a great way to pitch and …

Modern Performance Profile: Bridget Gleason, VP of Worldwide Sales at Logz.io, Discusses Delegation, Motivation, Dealing with Setbacks, and More

Published by Peter Kazanjy

Modern Performance Profile: Bridget Gleason, VP of Worldwide Sales at Logz.io, Discusses Delegation, Motivation, Dealing with Setbacks, and More Bridget Gleason (LinkedIn, Twitter) grew up a witness to the value of swimming against the tide. Along with five sisters and an older brother, she first experienced the concept of calculated risk by watching her father become a serial entrepreneur at a time when funding was hard to come by, and venture capital meant a trip to the bank. After a decidedly traditional start at Xerox, Wang Laboratories, and Hewlett-Packard, Bridget found herself taking a calculated risk of her own. Wanting to control her own schedule and spend more time with her young children, she opted to start her own company. Suddenly she was hiring and managing other people, something she’d never done before. This comfort level with risk and entrepreneurship led her to sales management and ultimately to be the VP of Worldwide Sales at Logz.io. In this interview, we discuss what she’s learned over a noteworthy career, including topics like the importance of internal …

Modern Performance Profile: Philip Galligan, Global Manager of Sales Development at Eventbrite, Discusses Managing Staff by Leveraging Data, Communicating Culture, Setting Goals, and More

Published by Peter Kazanjy

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? …

Account Executive Team Meetings that Work: Modern Performance Expert Roundup

Published by Peter Kazanjy

Account Executive Team Meetings that Work: Modern Performance Expert Roundup Sales meetings can be effective platforms for communications, brainstorming, and for implementing high leverage actionable items. They also can be a drag on time and a drain on staff energy. These meetings can take all forms, such as formal gatherings in an office, cross-functional team communications, peer subject matter expert presentations, and guided meditations or NFL film room style breakdowns of sales calls. Our experts, who run very different meetings themselves, note that different cultures run entirely different kinds of meetings. Variables such as size, cadence, and, agenda setting play a profound role in turning drains into gains, taking full advantage of the boosts meetings can give a company. Modern Performance asked managers at top firms like Lever, Upgrade, Datanyze, Intercom and Affirm to weigh in with some of the methods they’ve found to be effective, and shortfalls to avoid, in running effective team meetings. What’s the secret to an effective team meeting? What’s the agenda and tempo for yours? Annelies Husmann, Director of Sales at …

Modern Performance Profile: Justin Roberts, VP of Sales at Lever

Published by Peter Kazanjy

Justin Roberts, VP of Sales at Lever, Discusses New-Hire Ramp Camps, Placing Team Members on a Color Wheel, Pushing Salespeople Past Breaking Points, and More For Justin Roberts (LinkedIn, Twitter), lightning struck twice. At Salesforce and then at Box, he led sales teams during periods of rapid growth. His leadership style is colored both by a relentless pursuit of ever-bigger goals, and a unwavering focus on collaboration. He is excited to see a reflection of his customer-focused vision embodied in the products he’s sold over the last 11 years, most recently at leading hiring software provider Lever. In a wide-ranging discussion, we touch on topics like onboarding, communication, delegation, motivation and performance metrics. Roberts opens up his managerial toolbox to explain the efficacy of color wheels, the concept of a ‘ramp camp’ and his tendency to fault on the side of over-communication. What’s the secret to effective staff onboarding? About a week before their first day, we create a 4-week ramp plan for every new team member, and send it out to the new hire …

Modern Performance Deep Dive: Pete Kazanjy, Founder & VP Sales of TalentBin

Published by Peter Kazanjy

Pete Kazanjy (Twitter, LinkedIn), VP of Sales, TalentBin The first time Pete Kazanjy sat on a sales team, he was running it. A longtime product marketing manager, Pete cofounded TalentBin in 2011. With no background in sales, he found himself quickly building a team of sales development reps and account executives to support the company’s rapid growth and eventual acquisition by Monster in 2014. What could have been merely overwhelming became an opportunity to build a better sales team from the ground up. Without the bad habits sales leaders inevitably accrue, Kazanjy tackled the task like a founder: scaling what worked, learning from what didn’t, and leveraging all the modern tools available to him. Now, he’s written the book on sales for entrepreneurs—literally. Founding Sales: Sales for Founders (and Others) in First-Time Sales Roles, his guide to everything from onboarding to closing deals, is currently being released in installments. In this interview, Kazanjy discusses the crucial interplay between individual sellers and sales teams, with tactical tips for managing both. He walks through the metrics every …