When we used to sit down with our junior SDRs, we’d hand them their 5 scripts, then walk away. Not until recently did we have a structure for providing coaching to each rep. However, even once we started meeting regularly, as managers we didn’t know what to focus on, or how to customize our feedback for each rep.
VoiceOps data showed us immediately where to focus for each rep, exactly what skill/tactic is being ignored, and the context for exactly where we see those tactics used by our best team members.
It’s made our sales coaching effort a more effective process, one that we may not have continued with had we not started digging into our call data.
Make use of the data - there’s no point in having the tool if you don’t leverage the insights.
As managers, we found it quickly became a part of our daily toolset.