TL;DR: Snowflake streamlined its global sales coaching program using Yoodli AI Roleplays, eliminating ~1,215 hours of manager grading time per quarter, saving nearly $700K annually (based on Yoodli’s estimated hourly rate of $145), while getting nearly 3,000 sellers pitch-ready within minutes using self-paced, AI-powered training. Reps mastered key messaging and objection handling quickly and independently, boosting confidence and consistency across nearly 3,000 global sellers. With Yoodli’s real-time feedback, reps ramped faster, practiced more often, and enablement scaled like never before.
Background
Snowflake, the AI Data Cloud company, was looking to streamline and modernize its sales training efforts. With hundreds of sales reps and district managers (DMs) across the globe, the Sales Enablement team faced mounting challenges in scaling coaching while maintaining consistency and quality across languages, time zones, and styles.
Traditional roleplay-based enablement programs were heavily dependent on human grading and inconsistent coaching experiences, creating bottlenecks in manager productivity and skill development.
The Challenge
Snowflake’s Sales Enablement team focused on optimizing its processes to scale training effectively while reducing the time spent reviewing sales submissions.
- Manager Time Sinks: 162 DMs were spending an estimated average of 7.5 hours each per quarter grading pitch and roleplay submissions, equating to 1,215 hours.
- Subjectivity & Inconsistent Pitch Readiness Times: Grading and feedback varied widely between DMs and regions, leading to inconsistent coaching experiences, non-uniform adoption of messaging, and varied pitch readiness timelines (35 – 40 min on average).
- Lack of Real-Time Feedback: Reps couldn’t get immediate input to iterate quickly, improve practice quality and accelerate skill growth.
- Global Scale Issues: Snowflake needed a solution that worked across geographies, languages, and seller types without requiring 1:1 manager involvement.
The Solution
Snowflake collaborated with Yoodli to revamp Snowflake’s 2025 Q1 sales enablement. Their aim: automate roleplay grading and deliver standardized, real-time coaching at scale. The rollout included:
- Updated Messaging Deck Training: Reps were trained and certified on the “Why Snowflake?” pitch and objection handling, reflecting the latest GTM messaging.
- AI-Driven Pitch and Objection-Handling Roleplays: Reps practiced a guided pitch, followed by an objection-handling simulation with industry and style-specific variants.
- Automated Scoring & Feedback: Yoodli provided real-time, rubric-based feedback in the rep’s native language, eliminating manual grading while enhancing quality and consistency.
- Self-Service Practice: Reps completed exercises on their own schedule, requiring minimal enablement oversight but yielding strong engagement.
Why Yoodli?
After evaluating 5+ vendors across 5 categories, Snowflake chose Yoodli for its:
- Natural Conversational UX: Felt intuitive and stress-free for reps.
- Best-in-Class AI: Most realistic simulation and accurate coaching of all vendors tested.
- Scalability: Easily accommodated 3,000+ users across functions, regions, and experience levels.
- Strong Product-Market Fit: Outperformed industry-benchmarked LMS tools and filled the coaching gap left by standard conversation/call intelligence tools.
“One of our biggest challenges was ensuring consistent, high-quality coaching across a global sales org while rolling out a major messaging update. Traditional methods just didn’t scale—and reps weren’t getting the timely feedback they needed to build confidence. We chose Yoodli because it delivered natural, AI-driven practice at scale. The experience was intuitive, the feedback was instant, and the support from the Yoodli team was exceptional. Our reps loved it—and we were able to get thousands of sellers pitch-ready, quickly and consistently, without overloading our managers.”— Nathan Irby, Principal Technical Platform Enablement Strategist at Snowflake
The Results
The impact was clear:
- 1,215 Manager Hours Reclaimed in One Quarter: Snowflake’s 162 DMs previously spent around 7.5 hours on average each grading rep submissions. By fully automating this process with Yoodli, 1,215 hours of quarterly review time were freed up so DMs could redirect their efforts to more impactful and strategic initiatives.
- Over $170,000 Saved Quarterly Across the Field Org: Based on Yoodli’s estimated hourly rate of $145 per DM, this translates to $176,175 per quarter—projected to over $700k annually—in cost savings. DM’s regained an estimated average of 7.5 hours per quarter.
- Irby: “The feedback from our district managers on Yoodli has been compelling. They’re sharing that their teams are actively building out practical simulations, like cold call scenarios. One manager even noted he’s personally used the objection handling module repeatedly, stressing its value in building ‘muscle memory’ for critical conversations.”
- Accelerated Mastery through Self-Paced Practice: Reps reached competency faster thanks to on-demand AI coaching:
- “Why Snowflake?” Pitch: completed in 14 minutes on average, with just 1.3 attempts to pass
- Objection handling roleplay: completed in 8 minutes, requiring 3.3 attempts—demonstrating thoughtful learning and growth
- This tight feedback loop allowed reps to self-correct, repeat practice, and build confidence in a safe, manager-free environment.
- According to Nathan Irby: “The user feedback highlights a key success metric: confidence. We’re hearing that our people are practicing on their own initiative until they feel ready. They aren’t just completing an assignment; they are motivated to keep practicing to get sharper.”
- 94% Completion: Snowflake certified nearly 3,000 sellers and managers (94% of target audience) through Yoodli in just a few weeks. CSAT hit 85%, and reps began organically using Yoodli for additional scenarios—like cold call practice and tough internal conversations.
Conclusion
By using Yoodli, Snowflake unlocked a scalable, AI-powered coaching solution that accelerated rep ramp time, eliminated ~1,215 hours of manual grading per quarter, and saved an estimated $170K quarterly. With real-time feedback, global consistency, and high rep engagement, Yoodli is now a core part of Snowflake’s enablement strategy—empowering sellers to learn faster, perform better, and practice with confidence.
In the next phase of the rollout, Yoodli will be fully integrated into Snowflake’s enablement charter and deployed across BDRs, AEs, and Solutions Engineers. This expansion will establish a consistent framework for practice and feedback, enabling Snowflake to track and report on tangible improvements in selling skills and directly connect enablement initiatives to measurable business outcomes.