What is it?
TruVoice Coach is a new set of modules within TruVoice that helps you bridge the gap between buyer
insights and seller impact on win rate. With TruVoice Coach, you can provide real-time
recommendations and just-in-time coaching to your sellers, so they can win their next opportunity.
If you're measuring areas of sales experience, your sellers can receive a “report card” for each
opportunity and see how their buyer rated them in eight key sales skills that have the most impact their win rates. Based on the weaknesses identified by their buyer, TruVoice Coach serves your seller just-in-time, bite-sized training sessions so they can develop the skills needed to improve their win rate quickly.
Who is it for?
- TruVoice Coach is best for go-to-market teams who want to
- Empower front-line reps with buyer insights
- Quickly impact win rates
- Personalize sales coaching at scale
- Improve alignment
- Increase adoption, utilization, and ROI on skills training
If you’d like to increase win rates quickly, you must impact your front-line sales reps. Your buyers will tell you what it takes to win more, but if your sellers don’t have the right insight, at the right time, with the right skills coaching, they can’t effectively identify and fix their missteps.
TruVoice Coach helps sales teams improve their win rates deal-by-deal, rep-by-rep.
Overview of Coaching steps
Receive Automated Alert: You'll receive an automated alert in your inbox containing grade 8 feedback.
Analyze Feedback: Review the feedback with a focus on identifying one to three areas to explore with the sales representative. Look for skill gaps, alignment with strategic initiatives, and any notable competitive intelligence.
Click to Review: If anything troubles or intrigues you, click on the provided link to view the entire profile.
Review Profile: Quickly go through the profile to gain context on the deal, reasons for its outcome, and seller performance. Dive deeper into the feedback, identify the reasons for the loss and review performance metrics
Schedule One-on-One: Reach out to the sales representative and schedule a one-on-one meeting to discuss the specific feedback received on the opportunity.
Identify Trends: Determine if there is a recurring trend in the feedback across opportunities.
Conduct Coaching Session: During the one-on-one session, explore the identified areas for improvement with the sales representative. Take notes on root causes and discuss action items and key learnings for future improvement.
Follow-Up: Implement the necessary actions discussed during the coaching session in order to improve performance on future calls.
Example Coaching Flow
Receive Automated Alert Email:
The sales manager receives an automated alert email in their inbox. This email provides essential details about a specific deal involving James Satai as the seller, including the date of evaluation, the client account (Elevation Roofing), the chosen competitor (Systemic), and key deal metrics
Analyze Feedback at a Glance:
Upon opening the email, the sales manager quickly scans the provided information to grasp the context of the deal. They compare James Satai's performance against organizational averages in critical areas like aligning solutions to needs, articulating meaningful value, and demonstrating clear differentiation. This initial analysis helps the sales manager identify potential areas of concern or success.
Read Verbatim's and Identify Issues:
After the initial analysis, the sales manager reads the verbatim feedback provided in the email. They pay close attention to specific comments from the client, highlighting any issues or positive aspects mentioned. This step allows the sales manager to gain deeper insights into the customer's perspective and identify key areas where improvement or reinforcement is needed.
Dive Deeper into Feedback:
Clicking on the date of the feedback in the email takes the sales manager to the TruVoice platform for a more comprehensive review. Here, they explore the entire feedback profile, including detailed information about the opportunity, reasons for winning or losing the deal, and James Satai's performance compared to competitors. This deeper dive provides additional context and allows for a more thorough analysis of the situation.
Identify Reasons for Loss:
Within the TruVoice platform, the sales manager focuses on understanding the specific reasons for losing the deal. They examine factors such as the client's preferences for customization around reporting and analytics, which their company couldn't provide effectively. By identifying these reasons, the sales manager can pinpoint areas where the team needs to improve or adapt to better meet client needs in future opportunities.
Review Performance Metrics:
In addition to understanding the reasons for losing the deal, the sales manager reviews quantitative performance metrics within the TruVoice platform. They analyze how their company performed against competitors in various attributes, such as product perception and company attributes. This analysis helps the sales manager identify strengths and weaknesses relative to competitors and informs strategic decision-making for future engagements.
Reach Out to the Sales Representative:
After reviewing the feedback, the sales manager contacts James Satai to discuss the findings. They encourage James to review the feedback himself and prepare to discuss it in their next one-on-one meeting. This proactive approach fosters open communication between the sales manager and the representative and ensures alignment on areas needing improvement.
Identify Trends and Explore Issues:
Using the TruVoice platform, the sales manager explores whether there are trends in James Satai's performance issues across multiple opportunities. They identify consistent challenges, such as struggling to align solutions to client needs, and delve deeper into these issues to understand their root causes. This exploration sets the stage for targeted coaching and development initiatives.
Plan Action Items and Key Learnings:
During the one-on-one meeting with James Satai, the sales manager discusses actionable steps and key learnings based on the feedback analysis. They collaborate with James to develop a personalized improvement plan, which may include activities like reviewing training materials, practicing role-plays, or setting specific performance goals. This proactive approach empowers James to address identified areas of improvement effectively.