Official Sales Consulting

OfficialSalesTips.com

The Official Sales System

Mike Manzi

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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

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Job Search

Cheat sheet

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Getting The Interview

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Nailing The Interview

“Discovery” Questions

Before we jump in

• What’re a couple things that have changed in the sales org the last couple years?
• What’ve you found as the thing that’s been hard to find as you’ve looked to fill the role?
• If I were to ask the sales team why they’re not doing even better, what would they say?

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Close Question

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?

Answer Framework

My take on [topic they asked about] is…

A framework I use is…

Good example of that is…

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Tell Me About Yourself

Personal Version: Well I grew up as the youngest of 2 and with parents where one was hyper analytical and one who was hyper charismatic, which I think is why I’m the planner friend in my group of friends and why I got into sales leadership and while at work I’m the tactical strategic and get it done guy, outside of work you’d typically find me on creating some AI agent, overplanning vacations and searching for the newest restaurant to check out.

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Professional Version: Well let me tell you the story of how I got here - After coming out of school I got into sales, thinking my charisma would take me there and got humbled, so I got a chip on my shoulder and started being a real student of the craft, and that’s what got me to be successful throughout my 20’s in a variety of industries but then something weird happened - I started getting asked to help other people and realized that the work I had done to get better for myself actually turned into a skill to help others so I got into leadership - Started as just helping with deals, but after going through a ton fo experiences, I’ve learned some key systems to run teams - hiring, building, creating culture, and ultimately having the team close deals for themselves! Can’t wait to tell you more.

Answer Framework: Prep

Go here and watch the video on how to use it. Shortcut: For each question, tell AI your answer just by brain dumping and then ask it to give you a “framework” that you basically described and a “tool” you mentioned using.

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Leadership Prerequisites

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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!

Interview Presentation

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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

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Past Performance

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Interview 30-60-90

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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

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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

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To Do

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• 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

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There’s No Time to Waste

OfficialSalesTips.com

The Official Sales System