Every Rep Hit Quota at 166% Attainment: Inside a ZoomInfo Sales Turnaround

Most top reps stall when they step into leadership. Here is how one built the company's best team instead.

Executive Summary: Dustin Phillips was an elite individual seller, a top performer at Cisco and Citrix. Stepping into leadership at ZoomInfo, he took his team to #1, got every rep to quota, and finished at 166% team attainment, earning President's Club as a leader.

Results at a glance

• Team ranked #1 at ZoomInfo (public, $1B+ revenue)

• Every rep on the team hit quota

• 166% team attainment

• President's Club, earned as a leader

• Three moves: weekly win rooms, POWERFUL discovery, and the Perfect Week implementation.

• Prior track record: top performer at Cisco and Citrix

Why do most top reps stall when they step into leadership?

The skills that make someone a great seller do not automatically make them a great leader. Plenty of top reps get promoted, keep selling their own deals, and never build a team that wins without them. The result is a player-coach who carries the number alone.

Dustin Phillips had the seller part handled. Across Cisco and Citrix he was consistently a top performer. Then he stepped into leadership at ZoomInfo, a public company doing more than $1B in revenue. The open question was whether he could turn individual skill into team output.

What did Dustin build to get the team off his back?

Dustin made three moves, and together they took the team off his back and onto a system.

First, weekly win rooms. The team came together every week to go deep on live deals, inspecting the real opportunities and how to advance them. This replaced the status-sheet review most teams call a pipeline meeting.

Second, a strong discovery framework. Dustin taught the team POWERFUL discovery, structured questioning built around the customer instead of the pitch, so every rep ran deep discovery the same way rather than freelancing it.

Third, a clear definition of what good looks like. He gave the team a precise structure for the day, from 8 AM to 5 PM, built around income-producing activities. Marcus calls it the Perfect Week. Every rep runs the Perfect Week every week, and Dustin holds them accountable to it.

That combination is why the result came from the team, not from Dustin closing on their behalf.

What were the results at ZoomInfo?

His ZoomInfo team went to #1 in the organization. Every rep hit quota. The group finished at 166% team attainment, and Dustin earned President's Club as a leader.

What should a sales leader take from this?

Getting one rep to perform is a skill. Getting every rep to quota is a system. If you are a newly promoted leader still closing your own deals because the team cannot get there without you, that is the exact gap to close first.

Frequently Asked Questions

How do you get a whole sales team to hit quota?

Build a system the team runs, not a hero who carries it. At ZoomInfo, Dustin Phillips took his team to #1 and 166% attainment with every rep hitting quota, using weekly win rooms, POWERFUL discovery, and a clear Perfect Week of income-producing activities.

Why do top sales reps fail as managers?

The skills that make a great seller do not automatically make a great leader. Many promoted reps keep closing their own deals and never build a repeatable system. Dustin avoided that trap and got every rep to quota, not just himself.

How do you develop a top rep into a sales manager?

Have them install habits the team can run without them: a coaching cadence, deal inspection, and a clear definition of what good looks like day to day. That shift took Dustin's team to 166% attainment and earned him President's Club as a leader.

What is a sales win room?

A weekly session where the team goes deep on live deals together, inspecting real opportunities and how to advance them instead of reviewing a status sheet. It's one of the fastest ways to advance deals and skills as a team. It was one of three moves behind Dustin's #1 team at ZoomInfo.

Want a team that hits quota without you closing every deal, like Dustin's at ZoomInfo? Book a free Executive Snapshot below.