your first 90 days in sales management
TRANSCRIPT
Zoom Information, Inc. Confidential1
Making the Leap
to Sales Management :
10 Must Knows
AA-ISP
February, 2011#IS2011
Winner 2010 Best Sales Productivity Tool
Zoom Information, Inc. Confidential2
Shackleton’s Antarctic Adventure
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Theme:
Leadership is a different skill than selling. But, if
you’re passionate about helping others succeed,
you can learn the skills to be a great leader.
Zoom Information, Inc. Confidential
ZoomInfo at-a-glance
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▶ Founded: 2000▶ Spinoff of CardScan
▶ Leading business information database with applications and
data service solutions for individual, SMB and enterprise
customers
▶ Advertising business: Spinoff of Bizo in 2008
▶ Recent – and successful -- expansion in selling
to sales intelligence/marketing (data) teams▶ Sales Intelligence: Launched 2008
▶ Data services: 2009
▶ Scale▶ Proprietary database of 50M employees and 5M businesses
▶ Customers: 2,000
▶ Website visitors: 4M+/month
▶ Leveraging community & collaborative-rich applications
“ZoomInfo is a valuable sales tool for sourcing high quality leads. Their data is accurate, reliable and easy to
access. The ZoomInfo team works closely with us to understand our business needs, and offer high impact data
solutions. We’ve had positive success working with ZoomInfo data, and look forward to our continued relationship
in FY11.”
Zoom Information, Inc. Confidential
We’re proud of the company we keep
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.ZoomInfo helps me be a better sales person because it makes it easy to research
companies I’m trying to reach. I pick up the phone knowing exactly what to say. I
go to ZoomInfo before I go anywhere else. -- Janet Lerch, IEEE
.
“ ”
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...… of new managers fail in first 18th months.
--Source: American Management Association
Are you nuts!!!!????
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...… of Valentine’s Day cards are purchased by women.
--Source: Greeting Card Association
Still awake?
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1. Why lead?
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Coach Knight Vs. Coach K
There’s no faking it
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2. First 90 days
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▶ People
1. Talent assessment
2. Hiring goals and profile
3. Cross-functional groups
▶ Process
1. Define target segments
2. Funnel Management
3. Sales enablement
▶ Technology
1. Integrated sales and marketing systems
2. Lead scoring, automation, nurturing
3. Collaboration
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3. Leadership vision
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▶ Solution selling
▶ Product launch
▶ Career growth
▶ New markets
▶ New customers
▶ Crushing competition
Why would anyone want to be led by you?
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4. Hiring stars
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A’s = 33%
B’s = 50%
C’s = 17%--Source: My estimate
▶ Be a magnet for stars
▶ Build strong network
▶ Always be helping
▶ Have a matrix
▶ Results-orientation
▶ Intelligence
▶ Entrepreneurial
▶ Blind reference checks
▶ Thoughtful follow up
100%...… productivity increase in A hire to C hire.
20% from B to A hire.
Zoom Information, Inc. Confidential
5. Ramp and retain people
▶ Spend time with your
people
▶ 19.5 months of
productivity from new
hires.
▶ People quit their
manager before their
company
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37%...… of reps churn in first two years.
--Source: The Bridge Group, Inc.
Create a strong on-boarding and coaching plan
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6. Coaching up
▶ Motivation
▶ Pipeline review
▶ Development plan
▶ Certification process
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15%...… of execs today say their meetings with sales
people meet expectations.
--Source: Forrester Research, Inc.
Create a well documented certification process to coach to
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7. Territory management
▶ Who is our buyer?
▶ How do they buy?
▶ How will you focus your
demand gen?
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1 in 3Only 33% of firms have a focused GTM strategy based on a target market.
--Source: Sirius Decisions.
Implement a tiered territory strategy that drives return on effort
Products and Services
350 firms
Technical
1,000
Services Business
400
Consulting
Business
350
Services
100
Client-driven services
250
Logistics
250
B2B services
150
Media
200
Front office services
150
Back office Services
250
High End Products 250
Financial
50
B2B Management
50
Training Services
50
Education
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Zoom Information, Inc. Confidential
8. Measure what matters
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5 calls per hour on average for inside sales reps
--Source: The Bridge Group, Inc.
People
1. Rep turnover
2. Weekly score board
3. Coaching progress
Process
1. Sweet spot alignment
2. Buying cycle
3. Win percentage
Technology
1. Win/Loss analysis
2. Campaign measurement
3. Business site conversionCreate a dashboard and scoreboard
that measures results and the key levers
Zoom Information, Inc. Confidential
9. Segment for lift in revenue
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▶ 90 days out
▶ Build intimacy
▶ Segment by
type, size etc.
Focus on creating a sustainable, scalable base of clients
--Source: David Skok, For Entrepreneurs, Matrix Partners
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10. Parting thoughts
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▶ Crush the number
▶ No surprises
▶ Don’t over-commit
▶ Control your time or someone else will
▶ Develop strong relationships with sr. execs
▶ Surround yourself with stars
▶ Have fun – if you’re not having any, move on
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Theme:
If you are passionate about helping people
achieve more, you can transform yourself into a
great leader.
Zoom Information, Inc. Confidential
Thank you
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Brett Wallace
VP, Sales and Business Development
(781) 693-7508
@Brett_Wallace
@ZoomInfo_Leads
http://followthelead.zoominfo.com/