I am team lead of the sales team at Qonto. I arrived as the first sales person in 2018 and now we are 10 sales people in the team including 6 in France and 4 on Italy, Spain and Germany.
Today, our acquisition is mainly based on inbound at Qonto but we are in the process of setting up an outbound team with the arrival of a person who will create an SDR position to develop this segment.
The mission of the sales team is to take in hand the leads that are addressed by marketing, to conduct demos and of course to convert the prospects into customers.
The sales people at Qonto manage the entire sales cycle. They each receive 20 leads per day and the goal is to qualify and convert them as quickly as possible. Our sales cycle is quite short because our tool is quite simple and quick to set up.
The big challenge is to prioritize the leads we receive and determine those who are most interested in the product. The challenge that we set ourselves on a daily basis is to try to convert them within the day with the shortest possible sales cycle by working on the sales scripts and nextsteps if necessary.
Today, we don't have any particular targeting, especially in terms of sector of activity. The sales team mainly deals with companies of more than 5 people. Our clients have between 5 and 200 employees. And the leads are filtered beforehand so that the sales team only receives qualified leads.
The reflection comes from our 2021 action plan. One of the objectives for the year is to continuously train the sales team. But in order to support the teams and offer relevant coaching, we have to spend a lot of time listening to the salespeople's calls, especially when they are working from home.
It was when I was tackling this challenge that I realized that I was going to spend a lot of time replaying calls. I knew it was super important to listen to my team's calls to improve coaching and performance. Except that Aircall doesn't offer a real interface for replaying calls and I didn't have the time to spend 2 hours of my day digging into Salesforce or Aircall to find the various interesting calls to listen to. I didn't really know where to look.
And it was while I was looking for a solution to this problem that I heard about Modjo. We were immediately won over. That's why we decided to launch a test in March on the French team.
On a personal level, I have scheduled 3 one-hour slots per week for a re-listening session. During each session, I focus on an issue that I want to work on. I will, for example, look at the calls that have not been completed in order to understand why and give the teams areas for improvement on these subjects.
During these sessions, I will take the opportunity to tag the sellers (it's the same principle when you mention people on a linkedIn publication) and comment on the calls to provide coaching on a case-by-case basis. I will also add interesting calls or excerpts to the library so that everyone can listen to them again if needed.
From a team point of view, we have a workshop scheduled every week with the whole team. This workshop lasts on average one hour. We will listen to between 10 and 15 call excerpts on different topics.
During this workshop, we prepare a support that includes the best calls of the week, we discuss those that did not succeed and why, we can also address a particular feature to provide elements to better pitch it.
The aim is really for the whole team to be able to speak and give their opinion. We then note what we have learned and we set up areas for improvement for the following week.
It has saved us a lot of time! Before, when I wanted to listen to a call again, I would select one at random, without being sure that I would find something interesting. Typically, I would ask the team to send me a log of the calls they had done particularly well or not. The problem was that this required everyone to be super proactive because if they forgot, the call ended up lost in the CRM.
With Modjo, I think I've doubled the number of calls I listen to while keeping the same number of hours dedicated to this. I am much more efficient!
"It's definitely made the whole team more efficient."
In addition, Modjo is configured specifically for Qonto. The tool will highlight specific topics that salespeople can discuss with prospects. This customization allows us to gain relevance when searching for a specific topic or keyword.
I think it really helped us improve our closing tips. The goal from the beginning was to duplicate the practices of the best salespeople. My mission was to try to understand how they were able to close more deals than others.
Thanks to Modjo, I realised that the best salesman had a particular technique and sales script that allowed him to convert many more prospects than the others. We were able to duplicate his methods to the whole team.
"Since we started using Modjo, we have been able to convert our leads much better. In particular, we have increased our conversion on the most comprehensive offer by 20%."
We've also made a lot of progress on the answers we can give to objections thanks to the library we've created on Modjo. This feature allows us to reference the best excerpts and sales scripts so that we can quickly find them and share them with new members of the team.
I'd have a hard time going back to the "old school" version. I can't imagine working without Modjo at all, and I think it's the same for the team.
Frankly, the onboarding of the tool was very efficient. Paul explained the product very well so that we could get used to it very quickly.
You gave us lots of coaching and analysis tips so that we could really get the most value out of the tool.
Let me give you an example:
In the beginning, in order to analyze best practices, I didn't necessarily screen calls against the names of the offerings we have at Qonto.
While discussing with Paul, he advised me to filter on the name of the offers we propose. I quickly noticed that the Top performer never used the name of the subscriptions when talking to prospects. He positions himself as an expert by highlighting the features rather than the price. Thanks to this advice and analysis, we were able to improve our closing rate by 20%.
It's a very positive first assessment! And I can't wait to see the impact it will have on the months to come, especially on the onboarding of new salespeople in the team.
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