20 Sales: Zoom's Head of North America Sales on When To Hire a Head of Sales, Why You Should Hire a Head of Sales Before Sales Reps, The 3 Traits to Look for When Hiring Sales Reps & What Sales Leaders Can Do To Make Their Sales Team Feel Like They Are Wi

Mitch Tarica is Head of North America Sales at Zoom Video Communications. Before joining Zoom, Mitch spent over 5 years at RingCentral including as Senior VP of Worldwide Sales and Customer Success. Finally, before RingCentral, Mitch was at Oracle for over 7 years in numerous different sales roles.

1.) Entry into Sales:

• How did Mitch make his way into sales with one of the first SaaS companies in the world?
• What were his early lessons on what truly great sales entails?
• What elements does Mitch fear we have lost in the art of sales over time?

2.) The Playbook:

• Should the founder be the one to create the sales playbook?
• What are the signs that the founder has a repeatable and scalable playbook?
• When is the right time to make the first sales hire? Should it be a Head of Sales or Sales Rep?
• How does the first hire depend on whether you are PLG or enterprise sales led?

3.) The Hiring Process:

• How does Mitch structure the hiring process? Step by step, what does he want to achieve?
• What questions does Mitch ask in the first interview, always?
• What are the 3 traits that Mitch believes all great sales hires have? How does he test for them?
• How do Zoom use practical sales tests to determine the ability of a potential sales hire?
• How does Mitch see many founders make mistakes in the sales hiring process?

4.) Sales Onboarding:

• What are the crucial steps to do sales onboarding right?
• How should leaders structure the first 30,60 and 90 days for their new reps?
• What are some early red flags that leaders should watch for with new reps?
• What more can leaders do to make sure their reps are as successful as possible in the early days?