![]() The BDRs love using Gong to kick-start manager-led coaching. ![]() Ultimately, these comments prompt lessons that lift up the entire team. Everyone on the team adds comments (praise and constructive criticism) to a pre-selected call. The team just can’t go back to analysing deals without data.Ĭomments provide them with a blueprint and set the agenda for every call review. Time-stamped comments that reps leave in the call recordings help Aircall managers cut through the noise and “go straight to what is relevant.” Today, trying to run a coaching session without Gong is, well … not so easy. “With Gong,” says Jack, “it’s just so easy to access and send a link to a sales rep.” Jack loves being able to comment on calls and rate each call using Gong’s Scorecards. Since moving into his new role, Jack listens to his reps’ Gong calls to uncovers critical interactions (the good and the not-so-good) that ultimately turn into best practices and coachable moments. (Did it help propel him into a management role? No doubt.) He proactively sought out Gong recordings and listened to them like they were game tape, to learn from the top sales professionals. Put another way, Jack began to take ownership of his own skills improvement in sales (self-coaching). I gleaned best practices and learned which talk tracks moved deals through the pipeline.” “I began to truly understand what top reps were saying and how they were saying it. Suddenly, he was able to learn from the best-of-the-best BDRs. It came when he began reviewing recorded demos from top performers. Jack recalls his “Gong is amazing” moment while working as a BDR at Aircall. This would not have been possible without Gong.” “Every time I go into Gong and see that he’s maintained his patience score,” shares Sean, “I smile. ![]() With Gong’s data insights, this BDR moved his patience score up to 1.4 - a huge improvement. Sean had an early win with Gong, when he used it to show a BDR who was “not too keen on patience” that his impatience score (0.2) was tied to his close rates. Gong gives BDRs and their managers the ability to track and report on call effectiveness, with features like patience scores. And “no control” isn’t exactly a stellar motto for an effective sales team! If you have no means of measurement, you have no control. Without Gong, Sean listens to calls and gives them a general rating like “good” or “room for improvement” on the BDRs’ patience skills. And most BDRs would say they’re good at this skill.” “Generally speaking,” says Sean, “sales reps overestimate their ability to be patient on the phone with buyers. They put a focus on ”talk less and listen/pause/breathe more.” He’s found a ton of value in the patience metrics in particular. Sean uses Gong in every one of his weekly 1:1 meetings. It’s now been built into Aircall’s workflow and process. Sean Hayes, Aircall’s Director of Business Development, EMEA, loves that Gong just works. Gong is the ultimate sales coaching platform, empowering teams to “clone their A-players” and transform the entire team into superstars. They save time, lower costs, and ultimately help close more deals faster. And when they’re executed effectively and efficiently (and backed by data), coaching and onboarding can take a sales team from good to off-the-charts. You know them as the two tenets of any thriving sales organisation. When Jack joined Aircall, Gong was only used by the company’s US-based team, so Jack was still living in a sales world that was dominated by reps’ and managers’ hypotheticals and role-play calls, not reality. There was no such thing as call transcripts. ![]() His first job out of university was in a BDR role. Jack credits Gong with helping him move from being a Business Development Rep (BDR) to his current role of BDR Manager UK&I. #Aircall revenue professional#By design, Aircall empowers every professional to have richer conversations, thanks to its integrations and ease of use. As Aircall puts it, the phone can live in - and between - everything you do. It interacts with CRM, help desk, and even productivity tools like Slack. That’s from Jack Obertelli of Aircall, a global, cloud-based call centre and phone system solution that integrates with almost any business tool. “A phone can (and should) do more than make calls.” ![]()
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