Matera identifie les meilleures pratiques et gagne en pertinence en encadrant les équipes commerciales.

How is your sales team structured? ?

Aujourd'hui, chez Matera, l'équipe commerciale compte 40 personnes avec une segmentation : SDR et Account Executive.

Very simply, the SDRs make the initial contact by telephone before passing it on to the account team. The sales people then demonstrate the tool to our prospects. They do this mainly by videoconference.

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Why Modjo and what were your expectations? ?

Before Modjo, we didn't really have visibility into the practices of the top performers. When you're in the office, you hear that they're using good arguments, asking good questions, but you don't have time to take notes. So it's hard to share these practices with the rest of the team.

To remedy this, we wanted to find a solution that would enable us to listen to our calls quickly by addressing these two issues:

> First of all, our call volume is becoming increasingly high, so we wanted to be able to identify "the right moments in the right calls". Example: a very good response to a pricing objection, so that we can share it with the whole team during a coaching session.

> Secondly, the team has grown enormously since our creation. This poses a real problem in terms of the quality of training provided for new sales staff. We were looking for a tool that would enable new salespeople to train themselves independently, outside the observation phase. For example, a new salesperson joining the team could be inspired by the 10 best demos.

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What's the most important use case for you? ?

Today, it's a "Senior Sales" who comments on the calls of a junior SDR. In practice, Senior Sales will manage and coach juniors by listening to their calls and commenting on them directly via Modjo.

It's also used in the other direction. Sales people mention their managers at a very specific point in one of their calls, for example to get their opinion on a response to an objection, or on the way they presented our solution.

This is great because the manager can then share best practices with the rest of the team.

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How do your teams use Modjo?

Very quickly after implementation, the teams adopted the tool. They are already sharing many calls. We've set up group listening sessions and it's working very well.

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How to use Modjo ?

I have a fairly simple but very effective use case. I'll look independently for calls that relate to a certain topic, whether it's an objection or a use case we're trying to highlight in our demos. I try to form an opinion on the general level of the team, I add comments on the 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 the calls for which Modjo has detected the "next steps". In concrete terms, if the next steps are clear and the callback date is near, this means that the sales person has mastered the call and understood the caller. This is a good indicator of whether or not the call has been successful.

In the case of SDR calls, if we notice that prospects are less qualified, the call replay enables us to work on the sales pitch and the relevance of targeting. It's a real asset!

"Modjo nous donne de nombreuses nouvelles clés pour aider nos équipes à progresser et à atteindre leurs objectifs."

Robin Le Galès, VP Sales Matera

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What's the call you're always looking for on Modjo?

I think it's the call that didn't work. My underlying idea 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 sales people so that they can progress. It's really the idea of finding moments when I can integrate practices that they haven't necessarily mastered. It's an excellent exercise.

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Last question: would you recommend Modjo?

« Oui, nous sommes satisfaits. Nous sommes même très satisfaits ! »

Robin Le Galès, VP Sales Matera