We just launched a guide on how to build an outbound culture. Top advice from Justin Gellar, VP of Sales at Gong:
“At the end of the day, if your managers can’t reinforce your priorities or can’t teach the behaviors that you deem critical to the field, every strategy is going to fail. And further, if they don’t know how to drive accountability around those behaviors, the initiative is going to die. My enablement today starts with the first and second line managers, so they know the why and how to hold the team accountable.”
That’s why we’re excited to roll out new dashboards to help frontline managers measure and enforce best practices. Better data = better coaching.
Easily see which reps are working their leads, which leads are converting into qualified pipeline, and how many hot leads are still available to be worked. We’ve rolled out a team reporting module to give managers and leaders the visibility they need to understand rep behavior and success. No need for custom Salesforce reports, piecemeal reporting from your sales engagement tools, or updating multiple filters when org units change.
Our new reporting module helps teams:
Find the wins to celebrate.
The best teams create easy ways for the team to share and celebrate the wins.
Find the reps who need to up their engagement.
Incorporate these dashboards into your standard operating cadences, 1:1 and weekly team calls. It’s easy to review performance with at-a-glance access to the engagement metrics per rep.
Find the untapped opportunity.
Understand which leads reps are choosing to not work. What’s the trade-off they are making here? Is there low-hanging fruit your team is missing out on?
"You can't expect what you don't inspect. You have to, on a weekly basis, go into the details because you can't expect the results if you're not doing the small things and inspecting them. It's super important to focus on those small details because that's what creates consistency. "
– Jose Soares, Senior Manager of Commercial Sales at Navan
Find out how you're tracking against your north star metric.
The best way to create accountability is managing to one key metric that everyone knows and understands. Keep tabs on the number of meetings set per rep across your team.
Find out how your team stacks up.
Answer questions like what percent of the company-wide Champify pipeline have you sourced? BDR teams are under scrutiny and you can show off your team’s impact to overall pipeline and revenue.
All accessible within Salesforce, and easy to customize no matter what fields you use for revenue or opportunity ownership!
