20 Sales: Zoom's Head of North America Sales on When To Hire a Head of Sales, Why You Should Hire a Head of Sales Before Sales Reps, The 3 Traits to Look for When Hiring Sales Reps & What Sales Leaders Can Do To Make Their Sales Team Feel Like They Are Wi
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
The Twenty Minute VC
4.4 • 637 Ratings
🗓️ 27 April 2022
⏱️ 38 minutes
🧾️ Download transcript
Summary
Mitch Tarica is Head of North America Sales at Zoom Video Communications. Before joining Zoom, Mitch spent over 5 years at RingCentral including as Senior VP of Worldwide Sales and Customer Success. Finally, before RingCentral, Mitch was at Oracle for over 7 years in numerous different sales roles.
In Today’s Episode with Mitch Tarica You Will Learn:
1.) Entry into Sales:
- How did Mitch make his way into sales with one of the first SaaS companies in the world?
- What were his early lessons on what truly great sales entails?
- What elements does Mitch fear we have lost in the art of sales over time?
2.) The Playbook:
- Should the founder be the one to create the sales playbook?
- What are the signs that the founder has a repeatable and scalable playbook?
- When is the right time to make the first sales hire? Should it be a Head of Sales or Sales Rep?
- How does the first hire depend on whether you are PLG or enterprise sales led?
3.) The Hiring Process:
- How does Mitch structure the hiring process? Step by step, what does he want to achieve?
- What questions does Mitch ask in the first interview, always?
- What are the 3 traits that Mitch believes all great sales hires have? How does he test for them?
- How do Zoom use practical sales tests to determine the ability of a potential sales hire?
- How does Mitch see many founders make mistakes in the sales hiring process?
4.) Sales Onboarding:
- What are the crucial steps to do sales onboarding right?
- How should leaders structure the first 30,60 and 90 days for their new reps?
- What are some early red flags that leaders should watch for with new reps?
- What more can leaders do to make sure their reps are as successful as possible in the early days?
Transcript
Click on a timestamp to play from that location
| 0:00.0 | Did someone say 20 sales? Yes, this is 20 sales, the monthly show where we deep dive with one |
| 0:04.7 | the world's leading sales leaders on what it takes to start and scale the world's best sales |
| 0:09.5 | organizations today. Now, joining us for the discussion state, we have a rock star from one of the |
| 0:13.7 | companies of the last decade, the one and only Zoom, and I'm thrilled to welcome Mitch Tarika. |
| 0:18.3 | Mitch is ahead of North America sales at Zoom. Before joining, |
| 0:21.5 | Mitch spent over five years at Ring Central, including as a senior VP of worldwide sales and |
| 0:26.5 | customer success. And finally, before Ring Central, Mitch was at Oracle for over seven years |
| 0:31.4 | in numerous different sales roles. Now, I want to say a huge thank you to Eric Yuan at Zoom for |
| 0:35.7 | the intro to Mitch today, without which this episode wouldn't have happened. |
| 0:39.1 | But before we dive into the show state, here's an alarming stat for sales leaders out there. |
| 0:43.3 | According to research done by zand.com, only 28% of deals are forecasted accurately. |
| 0:49.0 | 28%. Why is that? Either you don't have enough reliable data to draw from in Salesforce, or you based your forecast on wishful thinking instead of facts. |
| 0:58.0 | So how do you get your team to input all the data you need without hounding them around every corner and taking away their sailing time? |
| 1:04.0 | Well, that's where Dooley comes in. |
| 1:06.0 | Dooley is what top performing sales reps use day to day instead of Salesforce. It's the fastest, |
| 1:11.9 | easiest way for sellers to input deal data in real time, update their pipeline in a snap, |
| 1:17.1 | and manage every deal at once so nothing falls through the cracks. It's a dream for sales |
| 1:21.5 | teams because reps save hours of admin grunt work and managers get up to 60% more accurate deal |
| 1:27.0 | data in Salesforce so you can build |
| 1:29.3 | a sales forecast you can feel confident about. Visit dully.aI forward slash demo to speak with |
| 1:35.0 | a duly rep today. And speaking of up-leveling your team with incredible tools like duly there, |
| 1:39.7 | sales loft is the leading sales engagement platform helping sales teams drive more revenue with the |
... |
Please login to see the full transcript.
Disclaimer: The podcast and artwork embedded on this page are from The Twenty Minute VC, and are the property of its owner and not affiliated with or endorsed by Tapesearch.
Generated transcripts are the property of The Twenty Minute VC and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.
Copyright © Tapesearch 2025.