First and foremost, it's important to encourage your staff to prepare their customer meetings properly as this will have a direct impact on their efficiency. In fact, we have observed a 20% improvement in the closing rate of opportunities that have been reworked with Modjo.
Individual and group coaching are other key elements in the success of a sales team.
Sales people constantly need to learn about new offers, new objections they encounter in the field, and simply to master different sales techniques.
You will find in this article a few tips for setting up routines to make your teams even more effective.
I Group coaching sessions
1) Identifying coaching needs
To get started, you need to identify your teams' coaching needs, so that you can support them in specific areas. There are several ways of identifying these needs:
You can analyze your sales cycle to find out where there's a lack of efficiency, or, for example, you have a new competitor that you're encountering more and more during your negotiations...
Thanks to AI, Modjo helps you put your coaching efforts in the right place:
AI Call Scoring enables you to quickly visualize the elements of your qualification method that are least mastered by your teams.
Every month, AI Insights provides you with the top 3 objections encountered by your teams in the field and which have the greatest impact on your business.
2) Set up interactive training formats
When?
Weekly or fortnightly group sessions, depending on the maturity of your teams.
How?
Once you've identified the topic, ask your teams to send you a snippet less than 1 month old on the chosen theme before the session (e.g. price negotiation, qualification, objections, etc.).
You can also ask them to send you a best practice and/or a moment on which they felt uncomfortable or unsuccessful.
To prepare the session on your side, you can use the tags and topics set up on Modjo to easily find the moments when your sales reps evoked the chosen theme.
During the session, listen to the snippets shared by sales reps and invite them to give feedback and share their best practices. You can then offer your own advice to complement what your team has already said.
Depending on the size of your team, it's best to work in small groups to facilitate exchanges and sharing.
After the session, you can add the snippets containing the best practices to the Library, so that new joiners, in particular, can build up their skills even more quickly.
You can also share a summary of the session's insights on a Notion to keep a written record.
💡 We offer you a quick coaching plan to set up with Modjo:
For your first two months, we recommend setting up a session every week.
For example, in the first month, you can cover all the stages of your sales cycle: cold call, qualification, demo, negotiation...
Then, in the second month, your top 3 objections that have the greatest impact on your business, identified by AI Insights, followed by a session dedicated to open deals on which your sales reps are having difficulties.
Beyond the impact on team performance, setting up group sessions fosters a collaborative working environment where sales people can share their experiences and learn from each other, thus contributing to a culture of continuous learning within the team.
II Personal Coaching
For even greater sales performance, it's important to supplement these group sessions with targeted and personalized coaching.
1) Identifying coaching needs
As with group coaching, there are several ways to identify your sales force's coaching needs:
1. Bottom-up
You can ask your sales reps to notify you directly on the calls for which they need help or feedback.
To make this automatic, you could, for example, include a question in your 1:1 framework such as "Modjo link for the call on which I need help/feedback" .
This way, you'll have at your disposal the calls you need to prioritize in order to help them effectively.
2. Top-down
On an individual level, Modjo also enables you to identify your teams' coaching needs:
Use AI call scoring to quickly visualize, on an individual basis, which elements of your qualification method are least mastered by your sales reps.
If you want to work on a particular theme you've already identified, such as a part of the sales cycle or how to approach a particular competitor, you can easily find out when your sales rep has dealt with this topic using tags and topics. This also enables you to identify the best practices of your top performers.
Thanks to the connection with your CRM, you can also replay calls by selecting a particular stage, such as recently lost opportunities, for example.
2) Setting up individual coaching rituals
When?
During specific coaching sessions with each member of your team, by having a dedicated time during your 1:1, asynchronously... You have several formats at your disposal for coaching your team.
How?
First of all, you can listen back to calls and snippets sent by your teams or identified by yourself.
You can then give your feedback in the form of a comment, mentioning your collaborator so that he or she receives the notification.
To standardize your coaching practices, you can create Call Review templates. This will enable you not only to have a consistent way of giving feedback, but also to track the progress of your sales reps through the evolution of the overall score.
Finally, you can give feedback directly to your sales person during dedicated coaching sessions or during your 1:1, for example. You can offer advice and share snippets of best practice from colleagues you've identified too.
💡 We advise you to set time slots in your calendar (minimum 1h/week) to block out time for asynchronous coaching.
And set yourself quantified objectives to maintain a certain rhythm. For example: a number of comments or call reviews/week and a number of calls listened to/week.
Thanks to coaching via Modjo, you can save time and focus your coaching efforts on the right areas, so that you can develop your team's skills as effectively as possible and help them achieve their objectives.
III Peer to Peer challenge
To take Modjo routines a step further, think creatively about other types of format. For example, you could create a peer-to-peer challenge.
This type of sales animation will be an opportunity to strengthen collaboration, and create a dynamic of continuous learning and professional development within the team.
When?
It's a challenge, so it's important to limit it in time. Ex: 1 month per quarter.
How?
Create pairs of salespeople who will have to leave at least 5 comments, inviting others to listen to an interesting moment for the business or giving feedback, for example.
Which pairs should be created? This type of challenge is an opportunity to create collaboration between different types of collaborators. Don't hesitate to mix profiles and teams.
E.g.: a junior / a senior, a recently arrived salesperson / a salesperson who has been with the company for a long time, a salesperson / an SDR...
The best duo having left the most relevant comments wins the challenge.
You can track this data in Modjo's Analytics section.
In this article, we've outlined a number of ways in which you can boost your teams' performance by capitalizing on Modjo, notably through group and individual coaching. There are plenty of others, but one thing's for sure: it'll help your teams perform even better!