MICHAEL LASSALLE
1153 Arbor Vista Way San Jose, California 95126 [Send email to request phone number] 92.5458
SUMMARY STATEMENT
I am a dedicated sales professional with more than 15 years experience; 6 years
successfully managing inside sales teams and over 9 years as a quota carrying
sales agent in both inside and field sales roles. I am practiced in all aspects
of the sales process, from business development and lead generation to solution
selling and closing business over the phone or in person. As a sales manager, I
am skilled at staffing, motivating and managing inside sales teams to successful
quota attainment as well as re-organizing sales groups and call centers to
increase efficiency and improve sales effectiveness. I am equally proficient in
working cross-departmentally to manage and implement projects that impact sales
organizations
SKILLS / SPECIALTIES
New business development Cold calling
Territory management B2B & B2C Solution Selling
Managing sales teams Contract negotiation
Team building CRM optimization
Proven record of exceeding quota
PROFESSIONAL EXPERIENCE
Meacham Oppenheimer, Inc. - Campbell January 2007 “ Current
Field Sales “ Commercial Real Estate
Working as a commercial real estate agent for a Silicon Valley brokerage firm
specializing in retail properties.
In my role as a sales and leasing agent I am responsible for all aspects of the
commercial real estate transaction; from establishing a business relationship
with local property owners to successfully finding tenants for their vacancies or
buyers for their properties.
In the past 18 months I have completed more than $14 million dollars in sales
and leasing transactions
Key Activities:
Farming geographic areas and making contact with all property owners through
cold calls, drop-ins, and target letters.
Aggressively market properties for sale and lease by proactively reaching out
via phone calls, emails and drop-ins to national tenants,
regional tenants, developers, investors and owner-users.
Work with qualified tenants and buyers to assist them in searching out
properties to lease or buy in support of their expansion efforts or to satisfy
1031 property exchange requirements.
VeriSign - Mountain View October 2000 “ June 2006
Inside Sales Manager “ SSL Security Certificates
Spent 6 years managing high performing inside sales teams as part of the
VeriSign SSL Certificate group. Started as the manager of the outbound team which
focused solely on placing outbound calls to leads generated by the marketing
department and later helped to organize the entire new unit sales group,
consisting of the outbound and inbound teams, into a territory model that allowed
sales reps to focus on all selling activity in specific geographic territories.
After successfully leading teams in the new unit sales group, I was made manager
of the renewal business sales team and successfully led that group through a
reorganization process while continuing to deliver on the revenue numbers.
Over the course of my tenure with VeriSign, my teams finished a combined 102% of
quota
Key Activities:
Determined key activity metrics and the method to track and report them
Delivered significant increases in critical metrics such as; call volume,
average talk time per call, total talk time per day, sales conversion rate,
average selling price, up-sell percentage, and leads passed to enterprise team.
Worked with sales reps to improve sales skills and sales strategies through
daily call monitoring and feedback sessions, weekly one on one 's, quarterly
reviews, and regular team meetings. Made extensive use of call recordings, group
brainstorming sessions and brought in outside sales training to help tie it all
together.
Assisted in expansion of SSL Certificate sales division to include inbound,
outbound, renewal, and chat sales teams
Helped design and implement a fast start training and mentoring program
for new agents
Collaborated with marketing, customer support, product management, and other
sales divisions to drive continual growth of new units sales, renewal retention
rates, and up-sell to enterprise level product offerings.
Key Achievements
Qualified for and attended VeriSign President 's Club for outstanding sales
achievement in 2005 and 2006.
Yearly revenue goal and achievement to goal
2006 Quota = $19 M “ managed 9 sales reps - 100%
2005 Quota = $36.7M “ managed 9 sales reps - 99%
2004 Quota = $12.8M “ managed 10 sales reps - 107%
2003 Quota = $13.8M “ managed 11 sales reps - 103%
2002 Quota = $14.3M “ managed 12 sales reps - 100%
Cruel World “ Sunnyvale May 2000 “ October 2000
Inside Sales Representative
Joined this startup employee search firm as a member of the sales group
responsible for selling their exclusive email based recruiting service to small
and medium sized companies in a targeted market. Spent time in both the lead
generation team calling on marketing generated leads as well as the new business
team collaborating with a field sales agent to either close business over the
phone or pass it on to the field.
Key Activities:
As part of the lead generation team was responsible for 70+ calls and
uncovering 3-5 warm prospects per day.
As a new business rep was responsible for all aspects of new account
acquisition in my territory; either closing deals direct or partnering with my
field sales rep.
While part of the new business sales group, aggressively managed a territory
by cold calling into targeted industries and vertical markets, using marketing
generated prospect lists, researching the web and working closely with my
counterpart on the lead generation team to ensure seamless transfer of all warm
leads from that group.
EarthLink Incorporated - San Jose February 1995 “ December 1999
(Formerly Netcom Online Communications)
Inside Sales Representative: High Speed Internet Access
Spent 5 years working in different inside sales teams for this pioneering
Internet Service Provider. Joined the company as part of the group that sold dial
up Internet access to both home users and business users primarily through heavy
inbound phone calls generated by the marketing department. Over the course of my
tenure with the company, successfully sold additional services as they were
developed, such as web hosting and email hosting services; after a year and a
half transitioned into the group that sold high-speed business connections to
businesses in an assigned territory.
Key Activities:
Inside Sales Representative: High Speed Internet Access
Contributed to record sales results for Enterprise sales team in 1997 and
1998
Responsible for training new sales reps and assisted with on going
development of their technical knowledge
Inside Sales Representative: Dial Up Internet Access
Continually exceeded quota for two consecutive years
Contributed to growth in Internet service subscriber base from 50,000 to over
600,000
EDUCATION
Santa Clara University, Santa Clara California
Bachelor of Science in Commerce Major: Finance
COMPUTER AND TECHNICAL SKILLS
Microsoft Office Suite, (Word, Excel, PowerPoint, Visio, and Outlook,) VeriSign
SSL technology, Clarify CRM, Oracle, ACD Phone Systems, Avaya CMS Supervisor,
Call Center Setup, Live Person Chat Tool, and Adobe Acrobat
PERSONAL ACHIEVEMENTS
Proficient in Spanish
Successfully conducted, organized, and managed a semi-pro baseball team for
four years
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