CROs, VPs of Sales, CEOs of early-stage companies... Do this one thing well and your sales numbers will skyrocket.
Many Sales Leaders treat their teams like a Sports Team that plays games and never practices. That sounds like such an obvious recipe for disaster, yet it’s a frequent reality given the high growth nature of tech companies and the high ratio of Sales Manager to Sales Reps.
If your sales manager has more than 7 sales reps… they probably don’t have much time to coach.
Scenario 1
Best practice is for a sales rep to get a call reviewed by a Sales Coach, Enablement Coach, or Sales Manager weekly.
When this happens the results are typically as follows:
- More confident Sales Reps
- Reps feeling supported
- Quarterly win-rate improvement
- Bigger deal sizes
- Quicker sales cycle
- You retain great talent since you help your team develop
- New Reps ramp faster
Scenario 2
In Reality, most reps get a call review every 2-3 months.
When this happens the results are typically as follows:
- Sales reps don’t feel supported and are more anxious in sales calls
- Modest win-rate improvement happens and it happens over a year rather than over a quarter and then it hits a ceiling
- Reps often default to discounts
- Reps often offer more free trials, and also don’t keep up deal momentum… resulting in longer sales cycles and prospects losing interest
- The best sales reps leave your company to find somewhere where they can learn and grow at a faster rate
- New reps ramp slower
I don’t often post here about our own company. But here I go…
Scenario 2 is why Replayz exists.
We review sales calls all day, every day for many of the highest growth tech companies out there. The result is Scenario 1 above.
Our customers start crushing their win rates within a quarter.
Want instant win rate improvement?