Gong is often used as a coaching solution helping salespeople improve their pitch, expand their product knowledge and close more deals.
Many Gong users start using it to listen to their own calls as a way to ensure they take accurate notes, capture next steps and actions items, and more. As they review their calls, they notice there are many areas they can focus on to improve their pitch -- their talk time, the dynamics of the call, the way they deliver their pitch, how they discuss pricing, whether or not they clearly defined next steps, and more.
Creating the awareness of the power of self-coaching using Gong usually raises users’ awareness of the potential of peer coaching, driving users to start listening to their peers’ calls and learn from their experiences.
Over 70% of call listening is done by users listening to their own calls and their peers’ calls.
Only 30% is done by managers.
Listen to calls soon after they’re recorded to capture detailed notes and action items. Refresh your memory before talking to a customer by listening to previous calls you or your team had with them.
Gong’s call notifications and daily digests encourage users to listen to recently recorded calls as well as to listen to previous calls with customers ahead of an upcoming call.
Listen to other team members’ calls to learn from their experience – learn from top closers, listen to recently closed-won or closed-lost deals, deals in specific vertical markets, etc.
Ask each team member to listen to at least 1-2 of calls per week – theirs and their peers’ – and leave comments highlighting their feedback.
Capture call notes and comments in Gong such that they’re all kept in the context of the relevant parts of the conversation. Gong comments allow the call organizer, their peers and their manager to review a call within minutes and get the full context for each call. Comments may include bookmarks for important segments of the call, coaching tips, deal notes, etc.
Use @mentions in comments to notify a user of a question, concern or information they should be aware of. For example, “@Casey – a good example of a competitive pitch here”.