Gong’s sales coaching software also lets you build and manage effective sales coaching. They’re going to help you track and measure the impact of your coaching, so you can scale what works.
We’re not talking about general plans and metrics that roll on for ages. These are focused coaching plans that focus on one or two topics or skills. You run each plan for three to six weeks, depending on its complexity, and by the end of it, you know exactly what works … and how well. Use that information to inform future initiatives and coaching strategies.
Want to focus on a particular skill, talk track, or behavior? Here’s how to put a coaching plan into place:
Select criteria that relate to specific sales skills, talk tracks, or behaviors you want to target.
Use that criteria to create Trackers in Gong for keywords and phrases you’d like to monitor.
Identify the sets of conversations you’re tracking by creating Call Categories using Trackers, CRM and interaction data, and other criteria.
Use Call Categories to filter Gong Stats. This lets you track coaching activity and the impact of coaching on your reps’ conversations (cold calls, discovery, demo, etc).
Create Scorecards to track the impact of your coaching plans, especially for things that are difficult to quantify in Gong Stats, such as building rapport. (That one’s nebulous, but critical.) Define the questions you’ll use to score calls. It’s good to align your Scorecards with your Call Categories.