You've seg...

Question

You've segmented the Account Execs/New Business Sales roles but lumped all the AMs together. Is there a way to get a directional sense of how MM, Ent, SMB, etc are doing in terms of quota attainment and may the way you've done for their new business peers?

Current Employee · Accepted Answer

I'm currently at ZI and I'll break it down for you. There is the SMB and MM. Within Enterprise you have ENT-50 (lower spend accounts), ENT, and ENT-V (on the cusp of being considered Strategic). Then, you also have Strategic. 
SMB and MM attainment is anywhere from 60% to 80% - They are struggling big time due to high churn. Ent -50 is a little better at 90% to around 100%. The rest of ENT and Strat are doing well.
These are the numbers from a team perspective, not individual. ZI sells very transactional. It's a high pressure, hit the phones environment throughout all segments. The Customer Service is poor, unless your an ENT or high segment. You will be spread thin and there are way too many internal meetings (ZI loves internal meetings). So if you want to be successful you will put it a lot of hours. They don't care about a work/life balance here. Also, they love to micro-manage you (across all segments). So they will be monitoring your call activity and if it's lagging your leadership will now and they will be reaching out to you.

Current Employee · Answer

the AM teams have been segmented for a while. They operate in the same SMB/MM/ENTA structure. As far as segmentation and attainment the new business segmentation goes into place next quarter but quota attainment at ZI is much higher than its industry peers

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Anonymous Q&A

You've segmented the Account Execs/New Business Sales roles but lumped all the AMs together. Is there a way to get a directional sense of how MM, Ent, SMB, etc are doing in terms of quota attainment and may the way you've done for their new business peers?