#Zoom datathief software

Hilary spearheaded an initiative to enable sales managers to be data-driven sales coaches. (See Sales Coaching Practices, Sales Management Association, May 2018) Specifically, there is a performance gap of 15% quota achievement between teams with effective sales coaching compared to those with ineffective sales coaching. Industry data further supported what Hilary knew from experience. Hilary Headlee, Zoom’s Head of Sales Operations and Enablement, recognized an opportunity to improve data-driven sales coaching and have a big impact on sales performance. This problem was magnified by Zoom’s rapid growth: (1) the company had grown to the point of having multiple segments with different goals and metrics (2) many sales managers were newly hired or recently promoted from the ranks of account executives and (3) the company was constantly hiring new sales reps who needed to be ramped up. Other managers created their own spreadsheets in order to give them the holistic view that they needed to coach their reps.īottom line was that some managers were using data to be effective sales coaches. Some managers had ten or more tabs open when they did their one-on-one meetings with reps. Typically, sales managers were left to cobble together data about their teams and reps from all these different sources. Additionally, Zoom had many different Salesforce dashboards.

Separately, the business operations team generated a set of data analytics using their business intelligence platform. Zoom’s sales operations team maintained a KPI dashboard. Prior to using Sales Rep Scorecards, sales managers relied on a combination of dashboards and spreadsheets in order to manage their sales teams and coach their sales reps. The Data Challenge for Zoom’s Sales Managers The sales tech stack is extensive, with as their CRM.

#Zoom datathief software

Zoom has invested heavily in software tools and data analytics in order to help sales managers drive results. Zoom’s direct sales team is a machine, and sales performance is a high priority. In addition, Zoom has created dedicated sales teams to grow existing accounts and expand business in international markets. Zoom has hundreds of sales reps, and the team is growing rapidly.Īs the sales organization has grown, it has been organized into multiple segments and different industry verticals. Zoom’s direct sales team is a key component of it’s multipronged go-to-market strategy.

If Zoom’s historical growth is any indication, they are succeeding. In the prospectus for Zoom’s initial public offering in early 2019, Zoom described their goal as making Zoom meetings better than in-person meetings.

Zoom’s cloud-native platform enables people to communicate over a distance with video, voice, chat and content sharing. Zoom Video Communications (Zoom) makes video communications frictionless.