Scaling Sales headcount by 125% with Jiminny

The Challenge

• Managers were spread thin with ambitious scaling targets: Managers struggled to effectively coach their Account Executives (AEs), as they grew their Sales headcount from 80 to 180. As Managers could not attend all demos, it became challenging to provide timely feedback and support.

• No way to see if coaching was working: As the team grew and Managers' direct reports increased in number, it was difficult to monitor performance and follow up on demos. Managers had to attend multiple demos weekly, which was not sustainable.

• No systems for incremental improvement: Feedback and sales coaching was ad-hoc and undocumented, making it hard to improve performance at scale. CRM logging was inconsistent, so Managers and Executives didn't have a single source of truth for insights.

• A need to scale the right behaviours: With ambitious growth plans, Teamtailor needed an onboarding plan that would make great performance repeatable and scalable.

• Unreliable forecasting: As Teamtailor had no reliable pipeline insights, forecasting was done based on anecdotal feedback and gut feel.

The Process

• Onboarding Jiminny: Teamtailor's dedicated Jiminny CSM onboarded each geo, aligning on their business goals, requirements and support required.

• Establishing routines: To implement a culture of coaching and performance improvement, Teamtailor allocated time each week for its AEs to self-coach their call recordings, as well as weekly team sessions to review insights on both individual calls and deals in the pipeline.

• Deep CRM integration: Jiminny's native Salesforce App was installed to ensure seamless logging of all customer interactions into Teamtailor's CRM. Managers found trust in their source of truth and reps were able to stay focused, without having to switch platforms.