Day 2 of Rainmaker 2016 is well underway, and in case you missed it, we’ve been live blogging the keynotes, panels, and breakout sessions throughout the event. Yesterday, we had Kyle Porter and friends giving an overview of our history, what’s new, and what’s coming with Salesloft. The rise of the Sales Development Cloud is officially here.
Steve Richard is a pro at cold-calling, and he’s here to talk to you — sales managers, leaders, and directors — about how to use live call recording analysis as a way of coaching your Sales Development Reps.
Do you use some form of call recording? Do you do call coaching with those recordings? Do you track progress in a a rep’s skills over time? Do you uses a scorecard with objective criteria? Do you keep a library of the best calls? These are some things that you should be doing to help improve your live call analysis.
Let’s Talk About Coaching
The reasons behind coaching are based on these questions:
What do most millennial SDRs want? Mentors. They want coaches, they want autonomy, they want structure. Things like Sales Kickoff events help this, but there’s this thing called “The Forgetting Curve:”
Who should coach?
When should we coach?
And how should we coach?
- Reps self-assess.
- Focus on 1-2 things.
- Praise desired behaviors.
- Track progress over time.
- Repetition. Repetition. Repetition.
It takes 21 days to build a habit. Repetition is the best way to build behaviors that you want.”
Let’s Coach Calls
We’re listening to some live call recordings of Salesloft SDRs and learning the best ways to coach based on the behaviors top reps exhibit on challenging cold calls.
First up, Angela Kirkland:
Next, Brad Ansley:
Here are some quick tips to listen for in these calls to improve your cold calling techniques:
- Finding common ground
- Verbal nods and agreements
- Breadcrumb questioning
- Starting small, growing broad
- Get them talking
- Recapping and summaries
- Check understanding
Bring these to your team and test them — and watch your reps improve.
My mission in life has always been the same thing. I want to help as many sales people as possible. And the only way to scale that mission is through technology.”
Make sure to stop by Steve’s ExecVision booth before leaving the event today, and get your tips on how to coach your reps on live call recordings.