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The Complete Guide to Conversation IntelligenceHow to Understand Rep Performance and Enable a Winning Team

HOW TO UNDERSTAND REP PERFORMANCE AND ENABLE A WINNING TEAM

THE COMPLETE GUIDE TO

CONVERSATION INTELLIGENCE

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Understand Rep Performance and Enable a Winning TeamIf you’re managing a sales team, you want to reach your quota, right?

In B2B sales, hitting that number is what matters most.

Salespeople—and sales managers—are measured on it. Reaching your goals is a sign that your team is performing at its best.

However, the reality is that over half of all sellers miss their quota in an average year. And this year has been anything but average.

Today’s sales managers face tremendous pressure to achieve ambitious targets. Now more than ever, leaders need to up their game to increase productivity.

But how can you help your sales reps perform better? How can you understand where they’re falling short, why they’re making these missteps, and how to help them improve?

You need a way to enable every rep to be their best every single day.

The answer is Conversation Intelligence.

Conversation Intelligence powers sales enablement with AI-driven insights into individual and team performance.

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What is Conversation Intelligence—and Why Does it Matter?Conversation Intelligence uses Artificial Intelligence (AI) to record, transcribe, and analyze sales calls and generate recommendations—powering not just coaching, but every aspect of sales enablement with data-driven insights into individual and team performance.

With Conversation Intelligence, you can use analytics from the point of sale to power team enablement, gain deeper visibility into impact, and turn insights into action by analyzing and coaching to recorded sales calls with AI assistance.

Sales leaders can use individual and aggregate data to unlock the next level of actionable intelligence and smart recommendations for sellers—informing next best actions across training, content, and selling.

Conversation Intelligence helps solve enablement challenges and lets you scale your efforts quickly and easily.

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The Challenge: So Many Reps, So Little TimeToday’s sales organizations face a perfect storm of challenges. The workplace has been upended. Many companies are returning to a hybrid virtual and in-person situation.

In this new world, reps can’t always collaborate, overhear each other, or trade ideas easily. Managers face time constraints, reduced visibility into seller activity, and restructured work environments that make personalized coaching even more difficult than it was before.

In a perfect world, listening to a 30-minute discovery call to provide feedback to a single rep is no sweat. But scaling that up by a factor of 10 or 20—or more—is downright impossible.

In fact, 47% of all sales managers spend less than 30 minutes per week coaching their reps, according to CSO Insights.

Meanwhile, salespeople who miss quota say they aren’t getting enough training, they lack formal coaching support, and they need more training on how to communicate value to customers.

Clearly, salespeople who aren’t coached or trained properly find it more difficult to attain quota. With Conversation Intelligence, you have the tool you need to help every single rep be productive every single day.

47% of all sales managers spend less than 30 minutes per week coaching their reps, according to CSO Insights.

AI-Powered Insight for Data-Driven SuccessToday, B2B companies are turning to Conversation Intelligence for the insight sales managers and sales enablement teams need to help individual reps overcome their unique challenges and raise overall team performance.

With access to data from Conversation Intelligence, sales enablement managers can identify skill gaps, prescribe training to fix the specific behaviors that lose deals, and extract best practices for their entire team.

As a sales leader, you’ll know exactly where to focus your coaching efforts. You’ll be more effective (and efficient), so you can spend your time on the most important things: motivating your team, strategic planning, and driving revenue growth.

Sales enablement and coaching powered by Conversation Intelligence is the key to unlock the full potential of your sales team.

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Conversation Intelligence: Helping Today’s Digital Teams WinConversation Intelligence allows sales teams to record sales conversations in real time and drill down to discover specific keywords or topics of conversation that can help inform future calls.

This powerful tool helps teams create relevant, repeatable training processes that deliver reliable conversion outcomes.

Conversation Intelligence shortens the distance between sales reps and success with data-driven insights, making it a must-have for sales leaders.

Scale Coaching Automate call review and feedback

Provide Targeted Feedback Hone in on specific topics or areas of weakness

Accelerate Pipeline Learn what works to close deals more quickly

Recommend Content Automate content suggestions for deal stage

Analyze Behavior Patterns Get visibility into aggregate team behavior

Identify Best Practices See what top performers are doing differently

Onboard Faster Certify proficiency and fast-track remedial learning

Gain Competitive Insight Learn which competitors are being mentioned

Improve Content Effectiveness Feed content creation with customer questions and responses

Insight for Better Coaching, Training, and ContentConversation Intelligence offers unprecedented insight into the activities of your sellers in the field. For the first time, you can observe not just the behavior of individuals but of your entire team at scale. It’s like cloning yourself—without a lab.

There are three ways companies can leverage this data to ensure that every rep is as productive as possible.

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Improve Sales Coaching Improve Sales LearningImprove Marketing Content for Sellers1 2 3

1. Improve Sales CoachingWith Conversation Intelligence, sales managers can coach from “game tape,” observing exactly how sellers interact with buyers in the field, the precise language they use, how they describe the company’s value proposition, and how they handle (or don’t handle) objections.

• Consistently assess every single rep across competencies needed at each stage of the sales cycle

• Get an at-a-glance summary of reps who need attention

• Understand weaknesses at an individual and team level

• Deliver personalized, AI-powered coaching recommendations, exercises, quizzes and remedial learning content to help individuals improve.

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2. Improve Sales LearningWith Conversation Intelligence, sales trainers and sales enablement managers have data that validates sales learning effectiveness, highlights areas that need improvement, and provides a source of new training content.

• Use data to spotlight top performers’ best practices, identify trends, and improve forecasting

• Understand skills gaps at an individual and team level and use this to inform training for new hires

• See how reps deliver messaging and product information to validate and improve training and learning content

• Source content from sales calls to revise training or create new courses

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3. Improve Marketing Content for SellersWith Conversation Intelligence, sales enablement and marketing managers can find out how content is being used by sellers, see which content is most effective, and incorporate these learnings into future content.

• Learn how buyers are responding to messaging and interacting with content to observe content effectiveness

• Detect sales conversation topics to automate content recommendations for different selling scenarios

• Identify successful content for each pipeline stage and buyer type

• Fuel content creation and improvement with hot topics, buyer questions, and objections—ensuring content is always being updated in the most impactful, relevant ways

Company-Wide Benefits of Conversation intelligenceConversation Intelligence enables a more personalized approach to coaching and team productivity. Reps who understand precisely where they made mistakes—and what content they need to review to improve—are motivated to take action that will positively affect their next call.

But Conversation Intelligence has benefits far beyond the sales team. It provides a common language of success across your organization that will align sales with other teams for greater collaboration and purpose.

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Customer Success Reps: Listen into calls to gain insight into accounts before they’re handed off from sales

Marketers: Learn which messages are resonating to inform campaigns, content creation, webinars, and advertising

Product Managers: Get a frontline glimpse into buyer needs and emerging market trends to inform product roadmap

C-Suite Executives: Gain strategic understanding of sales team proficiency and productivity

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Allego’s All-In-One Sales Enablement with Conversation IntelligenceWith Allego Conversation Intelligence, sales teams can scale sales learning and enablement with data-driven insight. Our solution automatically captures calls and virtual meetings, leveraging Artificial Intelligence (AI) to transcribe in multiple languages, automate coaching, generate alerts and content recommendations, and integrate with CRMs and calendars.

Allego’s All-In-One solution with Conversation Intelligence empowers sales enablement and training teams to streamline and enhance multiple aspects of the end-to-end sales enablement process.

Content Management Coaching & Collaboration

Launches & Rollouts

Onboarding & Training

Virtual Selling

Sales enablement and marketing teams can mine meeting recordings for messaging accuracy and content effectiveness, and produce or recommend appropriate follow-up content based on call topics and objections expressed by buyers.

Sales enablement and marketing teams can more easily course-correct during the post-launch period based on observations collected across recorded calls. They can clip out video examples of great message delivery for playbooks and learning recommendations.

Sales teams can automate note-taking and capture important information from calls as a basis to upskill reps, improve forecasts, and share AI-recommended content and call recordings in digital sales rooms to provide a compelling buyer experience.

Sales enablement teams and sales managers can scale their call coaching by leveraging Conversation Intelligence to flag calls in need of review, and provide video-based, point-in-time feedback that’s appropriate for each rep, ensuring more effective and constructive feedback that can be delivered with the right tone and body language. They can also repurpose call clips to promote as best practice examples for other reps with just a few clicks.

Sales enablement and training teams can enhance onboarding and training by capturing real-world “game tape” moments for use in courses, to bring the field experience to life during training. With observations collected across recorded calls, they can clip out video examples of great message delivery for playbooks and learning recommendations, and enrich with knowledge checks, call-outs, and links to other resources.

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About Allego:

Allego represents the next era of sales enablement. Our all-in-one, rep-centric platform ensures that sellers have the skills, knowledge, and content they need to optimize team success in a virtual world. In place of traditional training and content enablement tactics—which are rapidly outdated and often ineffective—Allego empowers reps with the activated content they need to close deals faster, and the personalized coaching and learning they require for continuous improvement. And it all happens in the flow of their daily work.

Whether it’s providing feedback to one another through asynchronous video, or enhancing their skills through AI-powered coaching and peer-to-peer collaboration, nearly 500,000 professionals use Allego to revolutionize the way they onboard, train, collaborate, and sell.

To learn how Allego can take your sales enablement efforts into a new era of success, request a demo today.

© 2021 Allego

www.allego.com | 781.400.5671 | salesinquiry@allego.com

Conversation Intelligence that Powers Sales EnablementStreamline your efforts using conversation intelligence analytics for all areas of your enablement function