Your First 90 Days in Sales Management

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

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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
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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
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Why would anyone want to be led by you?
Solution selling
Product launch
Career growth
New markets
New customers
Crushing competition

4. Hiring stars
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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
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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
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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

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/

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Your First 90 Days in Sales Management

by daleu on Mar 06, 2011

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Your First 90 Days in Sales Management — Presentation Transcript