Understanding what drives successful sales calls is crucial for improving your team's performance. With Modjo you can dive deep into conversation topics and uncover the secrets to closing more deals.
This article will guide you through analyzing conversation topics and extracting actionable insights to empower your sales team.
Every sales call revolves around specific topics. By analyzing the prevalence and impact of these topics, you can:
Identify winning strategies: Discover which topics your top performers emphasize and how they correlate with successful outcomes.
Pinpoint areas for improvement: Understand which topics are underrepresented in calls that result in lost deals.
Personalize coaching: Tailor your coaching sessions based on individual rep's topic usage and identify areas for improvement
Let's explore how Modjo helps you achieve this. If you want to personalize your topics and adapt them to your business for a more precise analysis, follow the steps in this article.
1. Understand the distinguishing markers of your top and lowest performers
Go to the "Analytics" tab.
Select the "Topics" tab. This provides an overview of the most discussed topics within your team's calls.
Filter by "Team" to focus on specific groups. This allows for targeted analysis and comparison between teams.
Analyze topic distribution: Identify the most and least frequent topics discussed by your team.
Click on a topic bar to reveal individual rep contributions. This highlights which team members are excelling or require support in specific areas.
Utilize the "User" filter to compare top performers with those needing improvement. This unveils stark differences in topic usage and its impact on closing deals.
Example: You discover your top-performing sales rep consistently discusses "Offer C" while others don't. This insight prompts you to encourage the entire team to incorporate "Offer C" into their conversations.
2. Understand the distinguishing markers in your won vs lost deals
Remain in the "Analysis" tab, within "Topics".
Filter by "Deal Status" and select either "Close Won" or "Close Lost". This reveals the key topics driving successful outcomes versus those leading to missed opportunities.
Example: You notice "Next Steps" are rarely discussed in lost deals. This highlights the importance of clear action points and prompts you to coach reps on setting concrete next steps with prospects.
Modjo Pro Tips:
Go granular with "Deal Stage" filtering: Analyze topic relevance at different stages of the sales cycle for a more nuanced understanding.
Don't ignore less frequent topics: These can hold hidden insights into unique selling points or potential objections that need addressing.
By leveraging Modjo's powerful topic analysis, you can transform your sales team's approach, drive higher conversion rates, and unlock their full potential.