Who are you? And what do you do at 360Learning?

My name is Maria and I have been head of sales enablement at 360Learning for 2 years now.

My mission is to reduce onboarding time and ensure that quarterly quotas are met by supporting the sales teams. I mainly deal with onboarding, continuous training, and the creation of internal content for the different verticals of the company.

I work in collaboration with the sales coaches of each team. They are the ones who bring their expertise to the sales teams and support them in their progress.

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How is the sales team structured?

We have 3 offices worldwide: a team in New York, one in London and one in Paris. Each market has its own sales team made up of BDRs, Account Executives and Account Managers.

Why did you take Modjo and for what purpose?

Modjo was first implemented by the BDR team coach. The application supports the growth of the team, it allows to improve the onboarding, the support and the coaching of the teams. It allowed the coach to coach all BDRs in a simple and asynchronous way.

Today, the use cases are more varied and the tool has therefore been implemented for all the teams; it has become indispensable, in particular to facilitate the transmission of information between the RDBs and the account executives.

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How do you use Modjo?

From a personal point of view, I use Modjo to keep in touch with the field and the real problems of sales people.

Concretely, how do I work: I set a target number of calls to listen to per week and I will go and look for calls or video conferences to understand how sales people work and sell 360Learning. I will mainly focus on recent calls.

"The idea is to be able to listen to all sales people in a holistic way on the different phases of the sales journey: qualification, demo or negotiation call."

To ensure that we all align our goals within the company, I also have a weekly check-in with our Head of Sales Ops to share the insights we've heard during the week.

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How do managers and salespeople use Modjo?

Coaches use Modjo on a regular basis. They will replay calls, make comments, use the calls in their coaching sessions, and share calls with other salespeople.

It is a real asset because with teleworking, they can no longer hear and listen to the salespeople in the open space. It's a tool that makes it very easy to select relevant passages in calls thanks to the analysis of the call transcript. Modjo recognises certain topics and highlights those moments. For us, it's a huge time saver because we can focus on a specific topic and do a keyword search. We don't have to listen to the whole call again to get an idea of what was said in it.

Salespeople will also listen to each other again. The account executives will coach the BDRs regularly about the pitch or relevant information they might ask their prospects.

The main use cases I can see are: 

• Coaching between coaches and salespeople
• Improving the onboarding of new employees
• Coaching and support between teams. The RAs who will accompany the RDBs. 
• Replaying their own calls:
  - To do some self-coaching and work on areas they can improve
  - To make notes after the call or video conference. This is a real plus as they can focus on the prospect during the call and then go back to the recording afterwards to structure their notes.

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How can Modjo improve the onboarding of newcomers?

We have completely integrated Modjo in the onboarding phase, new sales people will listen to many calls when they arrive mainly to understand how their peers talk about 360Learning and the product.

To simplify this phase, we have created a library on Modjo that lists the best calls for each stage of the sales cycle. It is the sales people of the different teams who will feed this library.

I will also take the time to mention them in some calls and comment directly on their first appointments to help them progress faster.

The tool offers us the possibility to have a more personalised and efficient follow-up.

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Did you see a difference between before and after Modjo?

I joined the company before Modjo was implemented and have had the opportunity to see the impact the tool has had on teams and performance.

From a personal point of view, I have observed two impacts:

• The first point is to be able to see if the teams are well supported by their coaches. I can see in a very concrete way who are the salespeople who receive coaching every week and who are the salespeople who do not. Before Modjo was implemented, it was impossible to know if this was the case or not.
• The second point is more personal, the tool offers me the possibility of having a global vision and a field vision. It allows me to have much more information on the points to be improved, on the training that needs to be put in place and the content that we could create. I have gained in reactivity on many aspects of my job.

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Do you think Modjo is a must for sales teams?

Like many of the tools we use, if we take Modjo away tomorrow, we will continue to sell.

On the other hand, it's obvious that Modjo brings a lot of value to the teams. If I announce tomorrow that we're deleting Modjo accounts, I'm sure I'll get a very bad reaction. A lot of employees have completely integrated the tool into their workflow. It's a real benefit to them.

For me, a conversational intelligence tool has a full place in our toolbox given the added value it brings.

A final word?

"Today what I appreciate most about Modjo is the support and guidance."

Since we have been working together, you are always available, responsive and we always feel listened to. It's very nice to see that our feedback is taken into account, especially in the development of the product.