Has there been any noticeable change in sales culture or pressure in the sales org since they did their IPO?

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Accepted Answer

Absolutely. There’s always been a highly competitive, but professional culture in ZoomInfo, but now it feels like the reps are competing with their quotas and mgmt rather than with each other. Quotas doubled and tripled overnight, while our resources stayed the same.

The executives are so hell-bent on hitting Wall Street numbers that they no longer care about the employee experience.

Hitting your number is no longer celebrated, it’s expected. Sure, it’s hard to celebrate with Covid happening, but they’re not even trying to appreciate their reps anymore.

Answer

Yes, in terms of the SDR life, the hours have gotten significantly longer and there has been more pressure to overperform.
We are being routinely required to work 12-14 hour days (4-5 times/month) in order to hit metrics.
Work/life balance means nothing to leadership, and the “hustle” propaganda they espouse degrades moral even more.

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When DO acquired ZI the DO culture took over slowly.  Aggressive sales tactics, not as much focus on taking care of the customer...this was a huge concern for ZI employees.  Not much has changed--still a good organization but the culture has become very cut throat where ZI was not like that.

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People are just numbers now, it’s pretty transactional to work there.

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Very cold culture, not a very fun environment since it's all WFH and they really teach you how to be a pushy sales person and a product pusher, not a problem finder and solver.  all they care about is numbers...very much turn and burn.

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Not that I have noticed. There is a till high energy and a consistent path to opportunities and promotions.

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As a new business AE, I can say changes have been mostly positive. We basically don't prospect now, meetings get booked for us all day. We have a much more serious focus on improving as reps, training, coaching, etc. There are multiple weekly call coaching/Learn To Sell calls that are mostly helpful, especially for newer guys. We close more business and the potential to make tons of money is still there, maybe improved for a lot of folks. Overall I am 9/10 happy with the culture; Our sales people are better, we're selling a more complex solution vs the contact data we sold years ago, we're landing way bigger and better deals consistently.

ZoomInfo

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ZoomInfo

86.73

Anonymous Q&A

Has there been any noticeable change in sales culture or pressure in the sales org since they did their IPO?