Business type
Customer Service Software
Solution type
Scale Coaching
Size of commercial team
4,000
Company stage
Post IPO / acquisition
Zendesk Need
Zendesk had a successful Account Executive, Alicia Campbell, who wanted to develop her skills, resilience and confidence and take her career with Zendesk to the next level. However, she was unsure of where to begin. Alicia therefore enlisted the help of ScaleWise to improve her sales skills, raise standards and plot a career path with Zendesk.
ScaleWise Impact
Within days of project sign-off, ScaleWise found Zendesk’s Alicia the perfect Scale Coach to support a high-potential Account Executive on their growth journey. With focused coaching, ScaleWise helped Alicia improve her sales skills, translating into better results, while landing her ideal role in the organisation. In particular, ScaleWise’s Scale Coach had impact in the following key areas:
1. Boosted Alicia’s career trajectory
When Alicia started working with ScaleWise, she had identified a position she wanted at Zendesk: Head of Fintech. However, there was one problem – there was no Head of Fintech role at Zendesk. In fact, Zendesk didn’t have any vertical-specific positions. ScaleWise helped Alicia discover what her true ambition was for her career at Zendesk, then formulate a strategy to achieve it. This included creating a mission statement and preparing for interviews. The result? Alicia landed the role of Head of Fintech at Zendesk in December 2020
2. Made Alicia a more effective salesperson
ScaleWise’s coaching had a dramatic positive impact on Alicia’s sales results. Alicia was already a great salesperson, but ScaleWise helped her create a framework for consistent success. The ScaleWise Coach helped Alicia build confidence, resilience and an ability to cope with the highs and lows that sales brings. Alicia used to lose confidence in challenging situations, but now she feels more empowered during those difficult conversations. This translates into tangible results for Zendesk and also resulted in Alicia consistently smashing her quarterly targets, including Q1 2021.
3. Built an asset for Zendesk
Thanks to ScaleWise’s coaching, Zendesk has a focused Account Executive who is very clear on the deliverables and the asks. Alicia is more professional, mature and structured than she was before working with ScaleWise and Zendesk reaps the rewards. Being able to work with ScaleWise while at Zendesk has also made Alicia appreciate how great Zendesk is. Her loyalty will be a massive boost as Zendesk scales as they can now count on an engaged AE and Head of Fintech, who is consistently producing results and raising the standards of others in the organisation.
Alicia Campbell
Head of Fintech, Zendesk
“Coaching challenged me. It definitely improved my performance. Being able to speak with someone who’s done this before, who built that strategy, gave me perspective on my role and my career. I now know what I want and I know that Zendesk allows me to get there.”
