Today at Matera, there are 40 people in the sales team with a segmentation: SDR and Account Executive.
Very simply, SDRs make the first contact by phone before handing it over to the Account Executive team. Sales must then demonstrate the tool to our prospects. They do this mainly by videoconference.
Before Modjo, we didn't really have any visibility on the practices of top performers. When you're in the office, you hear that they use great arguments, that they ask the right questions, but you don't have time to take notes, so it's complicated to share these practices with the rest of the team.
To overcome this, we wanted to find a solution that would help us to quickly listen to our calls by responding to these two problems:
> First of all, we have a call volume that is becoming more and more important, so we wanted to be able to identify "the right moments in the right calls". Example: a very good answer to an objection pricing so that we could share it with the whole team during a coaching session.
> Secondly, the team has grown very strongly since our creation. So there is a real issue about the quality of training when onboarding salespeople. We were looking for a tool that would allow new sales people to train independently outside of the shadowing phases. Example: a new sales person who joins the team can take inspiration from the 10 best demos.
Today, it is a "Senior Sales" salesman who comments on the calls of a junior SDR. In practice, the Senior Sales will come to manage and coach the juniors by listening to their calls and commenting on them directly via Modjo.
It is also used the other way around. Sales people mention their managers at a very precise moment of one of their calls, for example to get their opinion on an answer to an objection, on the way they pitched our solution.
It's great because the manager can then share best practices with the rest of the team.
Quite quickly after the implementation, the teams took ownership of the tool. They are already sharing a lot of calls. We set up group listening sessions and it works really well.
I have a fairly simple but very effective use case. I will independently look for calls that concern a certain subject, either an objection or a use case that we try to put forward in our demos. I try to make an opinion on the general level of the team, I add comments on calls to congratulate the teams.
Lately, I've been using key topic detection on Modjo. For example, I'm very focused on the "next steps" part when I use Modjo to drive my team. So I select calls where Modjo has detected "nexts steps". In concrete terms, if the next steps are clear and the callback date is close, it means that the salesperson has mastered the call and has understood the caller well. This is a good indicator to know if the call is successful or not.
In the case of SDR calls, if we observe that the prospects are less qualified, replaying the calls allows us to work on the speech and the relevance of the targeting. This is a real asset!
Modjo gives us many new keys to help our teams progress and achieve their goals.
I think it was the call that didn't work. My idea behind it is to be able to understand why it didn't work and what value, what answers, I'm going to be able to bring to the salespeople so that they can progress. It's really the idea of finding moments where I can bring in practices that they don't necessarily master. It's a great exercise.
"Yes, we're quite satisfied. We're even very satisfied! »
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