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Still only coaching your team to their pipeline? If so, you’re missing out on the benefits of consistent sales coaching. It’s not unusual for lead and opportunity coaching to be confused with a complete coaching program. Sales pipeline reviews are not the same as 1-on-1’s. What’s the difference between the two and why does it […]
Conversation analytics is the detailed examination and evaluation of live or recorded phone conversations between two or more people. It uses technology to capture the conversation and generate reports on the structure, words used, emotions, and outcomes. Conversation analytics software is typically comprised of multiple components. First, it captures dialogue via call recording, then uses […]
Sales coaching is an incredibly effective way to increase the performance of your sales team. It boosts sales effectiveness by improving your reps’ sales abilities on an individual basis. Implementing sales coaching can seem daunting, but when you break it down piece by piece, starting one can be simple. We recently created a new ebook […]
In the United States, the average employer spends 52 days and $4,000 to hire a single employee. Additionally, the average ramp time is 90 days. Now add the cost of time spent by executives, managers, and HR staff during the recruiting, hiring, and onboarding process, and the money and time invested can become even greater. […]
Call recordings are a powerful coaching tool — it’s the game film of sales teams. Reviewing your reps’ call recordings can help to improve their pitch, presentation skills, and so much more. In part 1 we discussed the first 7 of our 14 key elements. Hopefully, you’re already finding them helpful in your call recording […]
Coaching is critical to the productivity of sales reps. According to SEB, no other sales investment improves rep performance like coaching can. When it comes to sales coaching, call recordings are a cornerstone. Recordings provide full visibility into each reps’ sales process and create a variety of different points to review and perfect. 1. Call […]
Why aren’t your SDRs hitting quota? Your Sales Development Reps (SDRs) have a quota to hit every month. Their success in doing so impacts the company’s bottom line and sales compensation across the board (yours, theirs, your AE’s) — no pressure. But according to The Bridge Group,only about 65% of reps are hitting quota. If […]
Your weeks are jam packed and you’re challenged to squeeze in the amount of individual coaching that you know you should. The ever growing size of the typical sales team certainly doesn’t help. The Bridge Group found that the average manager to rep ratio increased by 12%, to 8 reps per manager.  Do you spend […]
“Nobody cares how much you know, until they know how much you care.” – Theodore Roosevelt People Buy From People They Like Trust “People buy from people they like” – you’ve all heard this one before. Certainly likability is a good characteristic to have, but the truth is that people buy from people they TRUST. But here’s the […]
By “everyone,” I mean not all sales managers, directors, or even executives are fit to become sales coaches. There are plenty of reasons why this may be the case, but you might find yourself in a position where you’re wondering if you should become the resident sales coach in your organization. What are some vital […]
By now, we all know that consistent coaching produces higher rep productivity. When coaching an inside sales team, call recordings are especially important for providing feedback during 1-on-1 coaching sessions and building a library of sharable best practice examples. Since coaching is essentially an ongoing conversation between coach and rep, how you communicate is key to […]
Dashboards and analytics give sales managers, sales coaches, and marketers a great deal of insight into the performance of reps, but sometimes there’s really no substitute for actually listening to phone calls. Call recordings allow managers to listen on their own schedule, instead of wasting time randomly listening to live calls with the hope of […]