In our latest live broadcast, entitled "Remote customer relations: new business practices that create a unique customer experience", we reported on the positive impact of customer visios on the performance of sales and sales teams of all sizes and transaction types.

How can solutions like Modjo capitalize on this trend to help you accelerate your sales performance?

In this blog, I'd like to take a closer look at the notion of "Sales Enablement Maturity", to better understand the impact of Modjo.

How mature are you commercially?

The performance of your sales teams is based on the information available to them (BDR, AE, AM, CS). The more this content (presentations, demonstration scripts, coaching, benchmarks, TCO calculator) is accessible at the right time, in the right place, with the right arguments, the more reproducible and therefore collective performance will be.

This intelligent content management constitutes "Sales Enablement", and its maturity is measured on a 5-point scale:

While many companies focus on improving their PowerPoint presentations, benchmarks and customer events, Modjo concentrates on the essence of what makes a good salesperson: his or her interaction with prospects and customers.

Before the explosive use of video in customer meetings, pitching, demonstrating, negotiating and customer connivance remained something intangible and unachievable. Each AE, BRD or AM had its own "secret recipe", and it was impossible to transfer best practices in an evolutionary way.

Beyond the practical aspect of visios, Paul Berloty, CEO and co-founder of Modjo, immediately saw the "data" potential of visio: keeping commercial interactions in the company's memory and exploiting them to make them an essential asset in team performance.

Video is even the most important content to collect:

• Whatever other content you have, if you don't present it in the right way, your presentation's superb animations will have no effect.
• Video integrates customer interactions: performance is therefore assessed not only on the salesperson's performance, but above all on the prospect's visible reaction.

How far does Modjo take you?

Modjo is the first sales support tool to help you reach maturity levels 3, 4 or 5 on the above scale, depending on your starting point:

To reach maturity 3: Modjo consolidates the content of sales arguments and converts it into usable data.

Thanks to integrations with Google Meet, Zoom and Microsoft Teams, Modjo's library will automatically retrieve and consolidate all sales team calls and visios. It can be customized with folders for better organization.

Transcription and conversational analysis transform conversations into text and identify the topics discussed. Conversations are identified by titles, participants in each conversation are automatically recognized and their names are associated with their voice. The Explore search bar provides quick and easy access to the desired customer interactions.

Thanks to these two features, calls and visios are finally hosted, organized and searchable in a single place, so you can make the most of them.

To reach maturity 4: Modjo correlates all available content with its financial impact.

Modjo integrates with your CRM and will link each customer interaction to an opportunity and a customer account.

Instead of searching for content by theme, or browsing the latest available content, you can now focus on the content that's most strategic for your business.

Here are a few examples of searches that we and our customers often carry out:

• I'd like to review the visions of the 20 transactions that will account for 80% of my revenues this quarter
• I'd like to review the visios of my salesman, who has the highest sales this quarter.

This integration enables sales team managers to spend their time on what has the greatest impact, and, thanks to accelerated visualization speed, to be effective in their analyses and decisions.

Thanks to these functionalities and operating modes, managers understand the reality of their teams in the field, and are relevant as they move up the hierarchy.

To reach maturity 5: Modjo reproduces the performance of the best salespeople with the rest of the team.

Modjo therefore provides teams with sales pitch content that was previously unavailable, and the ability to correlate this content with financial impact.

Once you've adopted these two practices in your company, Modjo allows you to go further in optimizing your presentations by identifying and sharing the best content.

• You can identify and isolate the best content, thanks to "bookmarks" inserted directly at the right moments in the video.
• You can mention your teams or cross-functional teams to get them to look at specific content.
• You can create "templates" from all the best practices observed, i.e. presentation scripts that will be displayed directly in your sales reps' notes during their next appointment.

Thanks to this, you can optimize the time spent training your teams on the best content available, and thanks to the analysis tab, you can correlate the time spent training on this content and everyone's performance.

What's more, by encouraging each salesperson to comment on and share the most relevant content, and by monitoring the time your teams spend viewing this content, you create a scalable performance system. The more content your team produces, and the more they select the best presentations to watch, the better they get.

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What stage of commercial maturity have you reached? What is your collective performance ambition for next year?

If you'd like to hear from companies like Doctolib, 360learning, Welcome to the Jungle or Alma, take a look at the replay of our latest live broadcast on collective performance.

And while we're waiting for the start of the new school year, I wish you all the best for the vacations.

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Better,

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