Does this sound familiar? You spend months preparing to launch a key business initiative—a new product, pricing, or messaging. You train your team and make sure they have everything they need to be successful. Launch day comes and then … nothing.
There are no real changes in your sales stats and a ton of questions bubble up for you: Is your team taking these initiatives to market? Are they using approved talk tracks? How are prospects reacting?
With Gong, you don’t have to wait to measure results. Gong helps you track the impact of your business initiatives from day one, so you can make course corrections if you don’t get the results you want.
The top sales leaders know that evidence-based coaching has a huge effect on their teams’ performance. Data gives those leaders the inside scoop on their sales teams’ conversations with customers and prospects. They use it to shape their coaching and sales messaging. And they get outstanding results.
What You’ll Learn
In this playbook, you’ll learn how to monitor business initiatives and keep them on track using Gong’s data insights. We’ll show you how to tweak and refine your sales strategies on an ongoing basis so they’re always as effective as possible. You’ll also learn to personalize your coaching so everyone on your team benefits from data insights.
Use Gong Data to See How You're Doing
Wondering how you measure improvement over time? Start slowly, focusing on just one or two key initiatives. Track their progress on a weekly basis following these steps:
- Create Trackers for keywords and phrases you want to monitor, then create Call Categories using Trackers, CRM and interaction data, and other criteria to identify each set of conversations. Call Categories will identify conversations that can help you track each initiative.
- In Gong Stats, you can then filter the results of your Call Categories by date range, team, etc.
- Create a Saved Search using that Call Category filter and set a regular weekly alert to go to managers.
- Scorecards are also great tools for tracking the impact of your initiatives, especially ones that are hard to measure in Stats, such as new pricing. You can create questions that will be used to score each call, which means a scorecard that’s really targeted to the Call Category you’ve defined.
- Have your coaches (managers and leaders) help their teams using the calls identified in the alerts, and make sure they know they’re expected to score the calls they review.
- Measure how much coaching is taking place—and who’s giving and receiving it—using “Calls listened to,” “Feedback given,” and “Feedback received.”
- Track the impact of coaching by monitoring the “Call volume” filter.
- Review how many calls were scored and the performance of each question in your Scorecard.