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Mike Manzi

officialsalestips.com

5x Head of Sales

Workable - $500k-$7M

Time Doctor - $280k-$3.6M

Yieldify - $650k-$1.5M

Wyng - $500k-$2M

RA - $0-3M

100+ Companies Consulted For

Software: Klaviyo, Seismic, Salesforce

Manufacturing: John Deere, Uloft, Branded Bills

Services: IPG, ADP, Rosebud Advisors

3 Years

300K Followers

3000+ Customers

100

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Leadership Prerequisites

officialsalestips.com

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Getting The Job

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officialsalestips.com

Resume �& LinkedIn

Resume Template Here

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officialsalestips.com

IC To Manager To VP Process

Be A Top Performer

Consistently

Use the 3 Pillars

Of Leadership

Create 90 Day

Plan

Ask 3 People

To “manage”

Track

Improved KPIs

Interview

For the Role

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officialsalestips.com

IC To Manager To VP Process

Begin

Ask a top performer (to show you can manage ego’s)
Ask a bottom performer (to show you can turn people around)
Ask a new performer (to show you can reduce ramp time)
“I’m looking to become a better leader on the team and would appreciate if you’d let me run 1:1 pipeline reviews with you each week - would you be open to that?”

Lead

Open THIS document and make a copy of it
Set a reminder and typically a 2 hour block on your calendar prior to that meeting
WATCH THIS and bring your results to your boss
Open this document and make a copy
Answer the # of leads, win rate, arpc, etc per quarter that house each variable
Identify which variables you should be removing and which you should be doubling down on - bring this to your boss

Manage

Schedule at least 1 30-min meeting/week, but 2 30-min meetings would be better (1 for 1:1 and 1 for Pipeline Review, but you can combine them if they don’t have the time)

Resume & Interview

Open this document and use it to guide you as you update your resume
Open this document and make a copy of it
Every interview question is ultimately some version of “tell me about how you X”, so when they ask you a question, simply go to the question category on the left and see your answers across that row!

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officialsalestips.com

Job Search Program

Job Search Program Here

How to Change Industries or Find Good Companies

Go to G2.com

Type in an industry you have experience in - if you’re in real estate, type in real estate, if you’re a bartender, type in restaurant

Hit enter and look on the right to see “Full Grid” - this shows you the major players in the space and how they compare to others

Go to Repvue.com and Glassdoor.com to check on how many reps are hitting quota

Managers Only: Open this document and make a copy of it

Every interview question is ultimately some version of “tell me about how you X”, so when they ask you a question, simply go to the question category on the left and see your answers across that row!

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officialsalestips.com

Interview Prep

Questions

What trends do you see in the market?
What’re a couple things that have changed in the sales org the last couple years?
If I were to ask the sales team why they’re not doing even better, what would they say?

Follow Up

Name,
Great chat today. I really appreciate how thoughtful your questions were and I could see this being a profitable dynamic.
(something personal)
Name

Tell Me About Yourself

I’m from ___ And people tend to say I’m ____ Which is true, but what they don’t know is _____ And what you maybe don’t see on my resume is _____

Answer Framework

When it comes to (category of the question they asked such as discovery, forecasting, etc) I use this framework ____ When I did that with _____ it caused ___ and ultimately they signed up

Answer Framework

Hey now that you’ve seen me in person - if this ended up not working out and you went with someone else, what do you think, when you’re giving me feedback, you would note as the reason it wasn’t the right fit?

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Interview Presentation

officialsalestips.com

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officialsalestips.com

Why Me

Why This Company

Background

Passionate with Something to Prove

Style

Always Authentic, Always Caring and Always Growing in All Ways

Strengths

Understanding People, Turning Big Ideas into Tactics, and Developing Talent

Impact

The Type of People I Can and Want to Make an Impact On

Leadership

Smart People I Can Trust and Want to Work With

Alignment

My Style of Management Aligns with the Team’s Needs

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Management Philosophies

Hire the Right People

Be clear what you want and only take people you are 100% certain about

Know them Personally

Being authentic, empathizing, and being vulnerable with your team will return dividends

Create a Winning Culture

Creating an, appreciated, accountable, and rewarding culture will drive the team and the company

Help them Professionally

Every rep should be moving up, learning, and earning more every 3 months

officialsalestips.com

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Past Performance

	2017	2018	2019
Revenue	$2.7M	$5.4M	$7.5M
Win Rate	15%	22%	25%
Deal Size	$3.2k	$9.7k	$12.5k
Sales Cycle	38	47	36
Managers	0	0	5
Revenue/Full Time AE	$337k	$450k	$540k

Coaching / ICP

Pricing / Talk Track

Deal Strategy

Onboarding

Culture, Ops + Below

officialsalestips.com

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Interview 30-60-90

officialsalestips.com

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officialsalestips.com

VP 30-60-90 - If The Team Doesn’t Exst

30 Days

60 Days

90 Days

Identify Issues - (here)
Prioritize Issues - (here)
Begin 1:1’s with the boss (here)
Identify the win rate/arpc/# of leads and build your annual plan (here)
Build GTM Plan Scenario Planning (here)
Setup your CRM (Part 0, Part 1, Part 2, Part 3)
Identify the ICP (here)
Identify a draft of Messaging (here)
Begin 1st Lead Gen Plan (here)

Install new technology (Likely Instantly/Hubspot/Fathom)
Nail down the messaging
10x Lead Gen Efforts
Build compensation plan (here)
Post Job (here)
Screen candidates (here)

Screen candidates (here)
Create changes to the messaging
Build onboarding for new reps (here)
Personal plans for each rep (here)
Lay out a promotion and firing path (here)
Begin Managing the team (here)

All major changes prioritized
All metrics known and prepared for
Ready to generate leads

Leads are coming in
Messaging is done
Ready for a new hire

New hire is in
Key performance boundaries are set
Ready for growth

Actions

Outputs

officialsalestips.com

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officialsalestips.com

VP 30-60-90

30 Days

60 Days

90 Days

Identify Issues - Use This Sheet
Prioritize Issues - Use This Sheet
Join 2 calls/rep minimum (Scorecard here)
Shadow top reps for 1 day to document what they do
Run 1st Meeting with Team (here)
Build 1:1 sheets (here) with each rep, identifying their SWOT and quick wins
Begin 1:1’s with the boss (here)
Scorecard (here) and ID where to find data
Personal plans for each rep (here)
Lay out a promotion and firing path (here)

Identify Issues - Use This Sheet
Prioritize Issues - Use This Sheet
Join 2 calls/rep minimum (Scorecard here)
Shadow top reps for 1 day to document what they do
Run 1st Meeting with Team (here)
Build 1:1 sheets (here) with each rep, identifying their SWOT and quick wins
Begin 1:1’s with the boss (here)
Scorecard (here) and ID where to find data
Personal plans for each rep (here)
Lay out a promotion and firing path (here)

Create changes to the messaging
Schedule in call certifications
Create a mastermind of top reps to identify their challenges for retention and growth
Begin a book group with top reps (here)
Start perfecting the CRM (here)

All major changes prioritized
All minor changes (quick wins) handled
Team offsite/Vision setting meeting held
All metrics known, visible, and accurate
Identify if this is a startup, turnaround, realignment or sustain success situation

Top major challenges handled
Team Vision Changes introduced
Winning Culture laid out
1st Hire is Made
Large projects are planned

All major changes handled
All operational changes enforced
Bottom reps are removed
Impact visible across the team

Actions

Outputs

officialsalestips.com

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To Do

officialsalestips.com

Create your resume based on the template provided
Identify your 3 people to manage (top/bottom/new)
Ask them to “manage” them
Put a 1:1 and pipeline review on their calendar each week
Identify which KPI you can report on to show an improvement and how you’ll show that improvement was because of you exclusively
List out the top 10 things you could do that would improve that KPI
Prioritize the top 2-3 that you can make the biggest impact on
In your 1st 1:1, identify what they’re motivated by (for feedback)
Give 3 pieces of feedback in 5 days on tiny items such as putting their camera on or filling out the CRM
Run 1 sales cycle worth of pipeline reviews
Ask your boss how they can guarantee you’re a part of mission critical projects within the business and if you can take on leading without a reduction in quota
Go to G2.com
Type in an industry you have experience in - if you’re in real estate, type in real estate, if you’re a bartender, type in restaurant
Hit enter and look on the right to see “Full Grid” - this shows you the major players in the space and how they compare to others
Go to Repvue.com and Glassdoor.com to check on how many reps are hitting quota
Managers Only: Open this document and make a copy of it
Every interview question is ultimately some version of “tell me about how you X”, so when they ask you a question, simply go to the question category on the left and see your answers across that row!
Use the slides in this deck to assist you in your presentation or 306090 that you’re inevitably asked for

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Official

Ways to Get

in Touch

Email - Mike@OfficialSalesTips.com

Cell - 505-506-4908

Templates - Tinyurl.com/GHLBio

Newsletter - Tinyurl.com/GHLBio

Calendar - Tinyurl.com/OfficialAcceleratorMeeting

officialsalestips.com

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