The case for continual coaching only becomes more pressing when you take a look back at the ‘good old days’ of selling. Back then, buyers would engage with a rep right at the start of their buying journey. The rep would then be able to steer the conversation and put to work their well-honed sales techniques.
But this is no longer the case. In fact, according to CEB, B2B customers reported being nearly 60% through the buying process before ever engaging a rep.
So your sales reps need to be ready to understand where they fit into the buyer’s process and the problem he or she is trying to solve. And this is where your sales leaders come in.
With CloudApps, sales reps can be automatically coached and guided with AI-driven ‘next best actions’, increasing win rates by as much as 20%.
Coach ‘high-value’ sales behaviours
By uncovering the complex sales behaviours that underpin the success of your top performing reps, sales leaders can improve others in the team.
But there is a problem. If your sales leaders are too wrapped up with manual admin tasks, how will they find the time to analyse the data? Let alone action the insights it gives them and become effective sales coaches.
Behavioural insight that rapidly increases win rate
Sales leaders need to know what winning sales behaviours look like. For example, rapid lead follow-ups, qualified within 12 hours. They also need to be able to spot ‘careless’ sales behaviours. Like when the next sales step has lapsed numerous times.
They need insights that CRM systems alone cannot give them. And they need those insights to be presented to them automatically. Instead of having to waste time figuring out what’s working well and what’s not.
That’s where CloudApps comes in. Sales leaders can see the high-value sales behaviours they need to coach into their teams. The CloudApps Sales Effectiveness Platform removes manual sales admin so they have more time to coach. Ultimately, they can step in, make a difference to reps and improve overall sales performance.
Why not book a live demo and we’ll show you how.