Making the Leap

to Sales Management :
10 Must Knows

AA-ISP
February, 2011
#IS2011

1 Winner 2010 Best Sales

ZoomProductivity Tool
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 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.

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 ZoomInfo at-a-glance

▶ 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.”

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 We’re proud of the company we keep

“
5
.
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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 Are you nuts!!!!????

40%
… of new managers fail in first 18th months.
--Source: American Management Association
...
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 Still awake?

80%
… of Valentine’s Day cards are purchased by women.
--Source: Greeting Card Association
...
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 1. Why lead?

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 There’s no faking it

Coach Knight Vs. Coach K

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 2. First 90 days

▶ 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

Why would anyone want to be led by you?

▶ Solution selling
▶ Product launch
▶ Career growth
▶ New markets
▶ New customers
▶ Crushing competition

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 4. Hiring stars

▶ Be a magnet for stars

100%...
▶ Build strong network
▶ Always be helping
▶ Have a matrix
▶ Results-orientation
… productivity increase in A hire to C hire. ▶ Intelligence
20% from B to A hire. ▶ Entrepreneurial
▶ Blind reference checks
A’s = 33% ▶ Thoughtful follow up

B’s = 50%
C’s = 17%
--Source: My estimate
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 5. Ramp and retain people

37%...
▶ Spend time with your
people

▶ 19.5 months of
productivity from new
hires.
… of reps churn in first two years.
▶ People quit their
--Source: The Bridge Group, Inc. manager before their
company

Create a strong on-boarding and coaching plan

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 6. Coaching up

15%...
▶ Motivation

▶ Pipeline review

▶ Development plan

… of execs today say their meetings with sales ▶ Certification process

people meet expectations.

--Source: Forrester Research, Inc.

Create a well documented certification process to coach to

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 7. Territory management

1 in 3
Only 33% of firms have a focused GTM strategy based on a target market.
--Source: Sirius Decisions.
Products and Services Consulting
Technical
Services Business Business
1,000
350 firms 400 350 ▶ Who is our buyer?
Services
Client-driven
services
Logistics B2B services ▶ How do they buy?
100 250 150
250
▶ How will you focus your
Media
Front office
services
Back office
Services High End demand gen?
200 Products 250
150 250

B2B Training
Financial Education
Management Services
50 11
50 50

Implement a tiered territory strategy that drives return on effort

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 8. Measure what matters

People

5 calls per hour

1. Rep turnover
2. Weekly score board
3. Coaching progress
Process
4. Sweet spot alignment
on average for inside sales reps
5. Buying cycle
--Source: The Bridge Group, Inc. 6. Win percentage
Technology
7. Win/Loss analysis
8. Campaign measurement
Create a dashboard and scoreboard 9. Business site conversion
that measures results and the key levers

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 9. Segment for lift in revenue

▶ 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

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 10. Parting thoughts

▶ 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.

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 Thank you

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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