This eBook outlines how a data-driven approach to sales readiness not only tells you if your reps are ready, but whether your readiness strategy is working.
For sales organizations – and certainly sales enablement and managers – lack of data typically isn’t a problem. Readiness and CRM systems generate tons of data. In fact, the total amount of data can be overwhelming. The real question is: how do you make that data useful as part of the regular sales process?
For Brainshark’s customers, the answer is Readiness Scorecards.
Readiness Scorecards put data from sales training courses and curriculums into a ‘coachable’ context, so enablement leaders can collaborate with sales managers to improve results. Scorecards can be enhanced with performance data from the Salesforce CRM to make this ‘coachable’ context even more powerful.
So, what do we mean by ‘coachable’ context and why is it so important?
First, what do we mean by “context”?
When it comes to Scorecards, the all-important context refers to the sales rep. After all, sales training is all about helping the rep be more successful.
Scorecards take massive amounts of data about training courses, curriculums and coaching challenges and tie all that data to the sales rep or learner. This makes it possible for sales enablement teams and sales managers to focus their energies on what really matters, which is whether the reps are prepared for success.
Scorecards fully automate all the data manipulation so sales leaders can focus on the rep-centric context that matters. Specifically, with Readiness Scorecards, you and your sales managers can see:
a) all your readiness data organized by sales reps/team members
b) all your reps relative to their peers on a sales team or in an onboarding cohort, and
c) different sales teams or onboarding cohorts compared to one another
This screenshot illustrates how Readiness Scorecards make it easy to see how a group of onboarding reps is progressing through the courses in their “AE Onboarding” curriculum.
When you look under the hood of Readiness Scorecards, what you see is a powerful engine that joins data at the sales rep level. This makes it possible to enhance the contextual information with data from the Salesforce CRM.
With the Salesforce CRM add-on for Readiness Scorecards, you automatically join performance metrics to your readiness data. This includes efficiency metrics that show the amount of work over time and effectiveness metrics that reveal the quality of the work. Standard efficiency metrics include opportunities created, pipeline created, opportunities won and bookings; and standard effectiveness metrics include average selling price, close rate and sales cycle.
What makes it “coachable”?
Readiness Scorecards put data into a ‘coachable’ context. That means scorecards help sales enablement leaders and sales managers do three things:
- Diagnose problems with sales reps and sales teams.
- Motivate sales reps to improve.
- Hold sales reps accountable in weekly 1-on-1s.
Scorecards help the sales enablement team diagnose which reps are not completing programs or struggling to master the subject matter. They also make it possible to easily share information with sales managers and collaborate with them to make sure that reps are getting the training they need.
With the Salesforce CRM add-on, performance data is added to the readiness data. This enhances the diagnostic power of Readiness Scorecards because you can zero in on reps who are struggling to achieve results.
For example, if a rep is struggling to generate opportunities and pipeline, then they probably need help with early pipeline skills, such as identifying pain or finding a sponsor. If they are struggling with winning opportunities and bookings, then it is likely that they need help with later stage skills such as negotiating for power.
Readiness Scorecards make it easy to show reps how they are performing relative to their peers. No rep likes to be at the bottom of the Scorecard in terms of courses completed and test results achieved. Reps will be highly motivated to do what it takes to move up.
With the Salesforce CRM add-on, sales reps are automatically compared based on performance results. When sales reps see themselves behind their peers, they will be motivated to seek out the training and coaching they need to improve. Instead of seeing training as a chore to get done, reps will see it as an enabler of success.
Here’s a screenshot that illustrates sales rep comparison functionality in Readiness Scorecards with CRM data:
Readiness Scorecards are a great application for accountability because they provide a record of progress over time.
Using Readiness Scorecards during weekly 1-on-1s is a great way for sales managers to hold reps accountable for completing their training. Managers can add notes directly to the Scorecards in order to set weekly targets and then follow up at the next session.
Readiness Scorecards with CRM data are also very helpful for sales enablement teams to hold themselves accountable for continuous improvement of programs. For example, by comparing the performance metrics of sales reps from different onboarding cohorts, the enablement team can assess whether programs are improving or need work.
‘Coachable’ context means that you and your sales managers have everything you need to diagnose problems, motivate reps to improve and hold reps accountable for results. Readiness Scorecards automatically put all of your readiness data into the context of your sales reps and sales teams, and this context can be enhanced by adding performance data if you are a Salesforce CRM customer.
Want to learn more about Readiness Scorecards? Request a demo or contact your Brainshark account representative.