Richard: Sales coaching works by auditing reps against top performers' critical topics
Steve Richard · EP 532: $1m Raised, $70k MRR to Record Sales Calls and Coach with ExecVision's Steve Richard · Jan 7, 2017 · at 8:27
Steve Richard, co-founder of ExecVision, explains how conversation intelligence software enables sales teams to replicate top-performing sales reps through keyword tracking.
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“Just like any other human thing, if it's right in front of their face, they think about it. So if they're looking at 15 different keywords that we know are critical or topics that we are, we know are critical for a salesperson to hit on. It's kind of like jazz. It's like hitting the notes and jazz. Then in all the rest of the conversations, once we teach the salesperson, Hey, you got to hit these notes. Then after that, you go back and you say, are they hitting the notes? And it's either yes or no.”
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