Tom spoke with Jeremy Madow, Sr. Sales Operations Manager at Zscaler. Jeremy’s mission is to clear the path, so salespeople can go in and do what they do best.
At a high level, Jeremy’s philosophy is to break things down into 2 buckets, either high-tech or high-touch. Sales velocity, market segment and automation potential help determine which bucket. As reps upskill and grow in their careers, they use less automated processes.
Open communication is key, as new ideas for process automation come from the bottom up. Jeremy believes there is real value in data as it takes the emotion out and proves the use case for new processes.