Enterprise Sales & Marketing Leadership - for B2B Companies - CXO - VC - Startup - Success - SaaS HOW ZOOM SCALED THEIR SALES TEAM TO CAPTURE THE MARKET
Nov 2, 2022
Michelle Dotson, who leads global enablement at Zoom, discusses how she transformed training strategies during the pandemic. She highlights the importance of creative onboarding and adapting content to engage audiences effectively. Insights include broadening the perception of Zoom beyond video conferencing and empowering sales teams through transparent communication and tailored training. Dotson emphasizes the need for innovative collaboration to support rapid growth and to prepare teams for future challenges.
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Starting Zoom Pre-Pandemic Surge
- Michelle Dotson started at Zoom just a week before the global pandemic, right before the company's explosive growth.
- She experienced an intense, immediate ramp-up with no traditional onboarding period due to COVID-19.
Effective Sales Enablement Techniques
- Customize detailed training for complex topics to ensure comprehension across global segments.
- Use manager-driven reinforcement and make learning fun to increase engagement and retention.
Onboarding and Hiring Explosion
- Zoom onboarded about a thousand customer-facing new hires in under 10 months during rapid growth.
- Michelle personally conducted roughly 200 interviews during this hiring spree, balancing enablement and recruitment.