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Making the Leap to Sales Management
 

Making the Leap to Sales Management

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10 must knows in making the leap from sales rep to sales manager

10 must knows in making the leap from sales rep to sales manager

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    Making the Leap to Sales Management Making the Leap to Sales Management Presentation Transcript

    • 1
      Making the Leap to Sales Management :10 Must KnowsAA-ISP February, 2011#IS2011
      Winner 2010 Best Sales Productivity Tool
    • 2
      Shackleton’s Antarctic Adventure
    • 3
      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.
    • ZoomInfo at-a-glance
      4
      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.”
    • We’re proud of the company we keep


      .
      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
      .
      5
    • 6
      Are you nuts!!!!????
      40%...
      … of new managers fail in first 18th months.
      --Source: American Management Association
    • 7
      Still awake?
      80%...
      … of Valentine’s Day cards are purchased by women.
      --Source: Greeting Card Association
    • 8
      1. Why lead?
    • 9
      There’s no faking it
      Coach Knight Vs. Coach K
    • 2. First 90 days
      10
      People
      Talent assessment
      Hiring goals and profile
      Cross-functional groups
      Process
      Define target segments
      Funnel Management
      Sales enablement
      Technology
      Integrated sales and marketing systems
      Lead scoring, automation, nurturing
      Collaboration
    • 3. Leadership vision
      11
      Why would anyone want to be led by you?
      • Solution selling
      • Product launch
      • Career growth
      • New markets
      • New customers
      • Crushing competition
    • 4. Hiring stars
      12
      100%...
      … productivity increase in A hire to C hire.
      20% from B to A hire.
      Be a magnet for stars
      Build strong network
      Always be helping
      Have a matrix
      Results-orientation
      Intelligence
      Entrepreneurial
      Blind reference checks
      Thoughtful follow up
      A’s = 33%
      B’s = 50%
      C’s = 17%
      --Source: My estimate
    • 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
      13
      37%...
      … of reps churn in first two years.
      --Source: The Bridge Group, Inc.
      Create a strong on-boarding and coaching plan
    • 6. Coaching up
      Motivation
      Pipeline review
      Development plan
      Certification process
      14
      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
    • 7. Territory management
      Who is our buyer?
      How do they buy?
      How will you focus your demand gen?
      15
      1 in 3
      Only 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
    • 8. Measure what matters
      16
      5 calls per hour
      on average for inside sales reps
      --Source: The Bridge Group, Inc.
      People
      Rep turnover
      Weekly score board
      Coaching progress
      Process
      Sweet spot alignment
      Buying cycle
      Win percentage
      Technology
      Win/Loss analysis
      Campaign measurement
      Business site conversion
      Create a dashboard and scoreboard
      that measures results and the key levers
    • 9. Segment for lift in revenue
      17
      90 days out
      Build intimacy
      Segment by type, size etc.
      --Source: David Skok, For Entrepreneurs, Matrix Partners
      Focus on creating a sustainable, scalable base of clients
    • 10. Parting thoughts
      18
      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
    • 19
      Theme:
      If you are passionate about helping people
      achieve more, you can transform yourself into a great leader.
    • Thank you
      20
      Brett Wallace
      VP, Sales and Business Development
      (781) 693-7508
      @Brett_Wallace
      @ZoomInfo_Leads
      brett@zoominfo.com
      http://followthelead.zoominfo.com/