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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/