Using Zoom IQ for Sales
Zoom IQ analyzes sales meetings and deals to provide actionable insights for identifying opportunities, assessing risks, and ultimately enabling and improving sales team performance. It uses machine-learning algorithms to process post-meeting transcripts and deal progress data from Salesforce, generating insights for sales reps and managers.
Zoom IQ’s analysis covers customers’ reactions, conversational and selling skills, customer pain points, competitors, deal risk metrics, and more. It also supports sales coaching for both new hire onboarding and experienced sales rep improvements.
Zoom IQ users can review their meeting metrics, as well as compare them with their colleagues to get insights on which area they may improve to be more successful. Clips of recordings can be created and shared with team members to get feedback and answers to questions.
Admins must configure Zoom IQ roles, assign licenses, and create Teams before their users can begin using Zoom IQ. You can also read additional details about the metrics and analytics generated by Zoom IQ for Sales.
This article contains:
- Limitations for Zoom IQ for Sales
- How Zoom IQ generates metrics and analytics from meetings
- How to review recordings and metrics
- How to coach with Zoom IQ for Sales
Prerequisites for using Zoom IQ for Sales
- Assigned Zoom IQ license
- Integrated their calendar with Zoom
- Cloud recording must be enabled
- Audio transcription must be enabled
Limitations for Zoom IQ for Sales
- Zoom IQ only supports analytics for meetings in English.
- Zoom IQ will only analyze meetings that last longer than 5 minutes and contain external participants. This is determined by the participants' email domain. This can be enabled as needed for other meetings, as a separate cloud recording option.
- Zoom IQ can only analyze new meetings, as recording consent must be provided by external participants. The Zoom IQ recording consent disclaimer can be customized just as the standard recording consent disclaimer.
How Zoom IQ generates metrics and analytics from meetings
When an account Admin assigns you a Zoom IQ license, your meetings with external participants, such as meetings with prospective clients, will be recorded to the cloud. Depending on how this is configured by your admin, external participants will need to provide consent to the recording, but internal participants may also need to provide consent.
Once the meeting is finished, the cloud recording is transcribed and analyzed by Zoom IQ’s specialized systems, which then generate metrics and analytics from your conversations.
How to review recordings and metrics
Once the recording has been processed and analyzed, you can review the recording and associated metrics through the web portal.
- In the navigation menu, click Zoom IQ then Conversations.
- Click the Your Conversations tab.
- Select a date range and/or search by topic keyword for the meeting you wish to view.
- (Optional) Click Advanced Filters to view more filtering options, such as conversation types, stages, and customers.
- Click on the conversation topic to view more details.
The full conversation page contains the recording playback, a visual breakdown of each person’s speaking through the meeting, metrics, the full transcript, comments from teammates, and clips you’ve created.
The recording playback has typical controls, such as play/pause, volume, playback speed control, and fullscreen. Below the recording playback is a visual breakdown of each participant’s speaking through the meeting, as well as percentages of each participant. This can help you see who spoke more during certain parts of the conversation, as well as jump directly to those sections with a click.
Creating recording highlights, clips, and comments
When viewing a conversation recording, you can edit the automatically generated highlights, create separate clips, and tag others to review and comment on the recording.
Recording highlights are automatically generated, but can be adjusted to highlight sections important to you.
- Below the recording playback controls, click Edit Highlights.
- Click on the playback range provided to create a highlight at that location.
- Click and drag each side of the highlighted portion to extend the highlight.
Use the timestamp provided to fine tune where the highlights start and end.
- (Optional) Click Remove to delete the selected highlight.
- Click Done to save the highlights.
Cut unnecessary parts of the recording by exporting highlights and saving them to a new clip that you can view, edit, and share. If you share this video clip, viewers can only watch the recording highlights.
Note: The new video clip uses additional recording storage capacity.
- Below the playback bar, click Save as New Clip.
- A dialog will open to confirm the export.
- Enter a name for the clip, then click Save Now.
A confirmation dialog about the new clip will appear with information about where to locate the new clip.
- Click OK to confirm.
The new video clip will process and be available under the original recording.
- Click OK to confirm.
To the right of the conversation recording, comments can be left to provide insights, ask questions, or request help from colleagues.
- When viewing a conversation, click the Comments tab.
- Enter your comment.
Colleagues can be tagged in the comment by using an @mention.
- (Optional) Click the lock icon to adjust the visibility of your comment.
Comments visibility can be set as:
- Public Anyone can see
- Private Only @mentioned users can see
- Click the send icon to submit the comment.
How to coach with Zoom IQ for Sales
Those with the Sales Supervisor role or any custom roles with Scorecard Management permission can create scorecards for others to use to rate and/or review other’s conversations. Scorecards can contain up to 20 questions, each providing a 1-10 scale for feedback.
Creating a scorecard to rate conversations
- In the navigation menu, click Zoom IQ then Coaching.
- Click Create Scorecard.
- Provide a name and a description for this scorecard.
- Select a Format
- Rating only - Users can only assess with given numerical scales
- Rating and comment (selected questions) - Users can add comments to selected questions
- Rating and comment (all questions) - Users can add comments to all questions
- For each question, provide the criteria you want to be evaluated, keeping in mind the respondents will have a 1-10 rating scale, representing Not at all likely to Extremely likely.
- (Optional) Click + Add Question to create another question for the scorecard.
Note: Each scorecard can have up to 20 questions max.
- Click Create.
Using a scorecard to rate a conversation
Once created by a supervisor, teammates can score each other's conversations with the scorecards provided. This allows you to provide valuable feedback on various skills or methods used during the meeting.
- When viewing someone’s conversation recording, find the Scores section below the recording playback.
- Click Select Scorecard.
- Click to select one of the scorecards available.
- Read through each question provided and choose an option between 1 and 10 to score the conversation based on the question or add a comment if applicable.
- Click Submit.
As the host of that conversation, you can view your overall aggregate score from all scorecards, as well as click View Details to view individual scores from colleagues.
Note: Only the host of the conversation can see all the scorecard results for their conversations.
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