Hungry to be able to measure the impact of a tool like revenue intelligence, but ultimately are left unsatisfied. Here at Abstrakt, it’s actually really easy to measure the ROI of real-time call coaching software. Here’s how ….
Signing up for a career in sales is essentially agreeing to a career where you lose far more often than you win. Become an Enterprise level closer, and you should be winning thirty-percent of the time. Either way, you are losing more than you win. So the question becomes, “how do I stack the cards in my favor?” Should I ….
Talk tracks and frameworks are not scripts. Modern call coaching technology uses frameworks or talk tracks to get salespeople saying the right things, in the right order, at the right time. They are not exactly …..
“What gets measured gets improved” – how many times have you said this as a coach, manager, trainer, or even just to yourself? If you are anything like me, probably a bunch. I have said it a bunch of times because it is true. What gets measured, does, in fact, get improved. A couple of examples come to mind like laps around a track on a sportbike. The first time that I rode a sportbike, I was thrilled at how “fast” I was until I realized how much faster those people passing me were. After some classes and concentrating on how to get the most performance out of the bike, by times around a track went way faster. But, there is not always a way to intelligently measure every aspect of coaching. Frankly, there are several variables that can make this measurement difficult as well. Conversational Intelligence for coaches can play a big role in measuring coaching, but there is more to a successful coaching program than that. Below are some common and uncommon ways that the best sales orgs are measuring the success of their sales coaches.
With many companies adopting work from home technologies including video conferencing, coaching has become more than just listening to your reps speak over the phone ….. We are going to dive into a few critical components of your sales coaching tech stack to see if it is doing everything it can to fulfill your team’s coaching needs.
But we already are using frameworks…
Scripts, playbooks, Wikis, battle cards, cheat sheets… Your sales enablement organization is likely already deploying their method and subsequent tool to help your sales reps know how to organize call structures based upon variables like lead source, opportunity stage, buyer persona, current technographics, etc. Sales frameworks are, in large part, essentially the same thing; unfortunately what we have found is that regardless of the naming convention you use internally to describe the roadmap your reps should be using, the reality is that they often are not.
Hello, is this Mr. (NAME)? This is Bob and we have a very special offer for – *click (call disconnected). Does that sound about right? That’s because cold calling scripts don’t work – and that didn’t work because Bob was really set up for failure in the first place. Anecdotal, this has been quite obvious for some time… but using conversational intelligence software has made the fact that cold calling scripts don’t work. There are several problems with scripts and how they are applied to sales to list here, but in this blog, we are going to concentrate on the top several reasons that cold calling scripts don’t work and what you can do to achieve the same results without having every employee and prospect loath the thought of communication to do with you organization.
A standard salesperson is going to change what they say a little bit on every call. But if you’re anything like me you probably say something pretty close on most standard calls. Your top performers are likely more consistent than your low performers. Sometimes top performers change things up a little bit and their performance can suffer as a result. Having the ability to track consistency across sales calls, and also enable salespeople to say the best structure of a call every time, is a great reason to invest in sales call intelligence software.
Some of the top sales call intelligence software companies today are adding components of AI and advanced analytics to speed the process of learning. But, some of the most advanced companies are actually prompting reps with structure in real-time. Spoil alert, one of those companies is Abstrakt. Here are three best practices when it comes to using call intelligence software to get reps on the correct structure quickly.
The number one problem with any sales training is that we spend a great deal of time practicing, training, and honing our skills… but managers don’t always follow through on making sure the training is being applied. One reason is that there is not an unlimited amount of time in the day, but the other is that manager may not be able to sit with each rep on every call due to conflict.
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