Allego Empowers Sales Teams With New Call Coaching Capability
The pandemic has caused many of us to miss things … concerts, events, games, birthday parties and more. Some of these are still going on, but we can’t be there in person. We’re like a football coach who gets his team ready for the big game, only to miss out on actually seeing the players on the field.
When it comes to training, that’s how many sales managers feel every day. They onboard and practice with their teams, but can’t listen in on every call or observe every pitch live. Without “game film” there’s no way to know exactly what reps are saying. Managers can’t review the play to know whether salespeople are getting the messaging right or missing opportunities to nurture prospects or close deals, nevermind coach them to refine or improve their approach.
Watch our overview video to learn more about Call Coaching
Allego’s new Call Coaching capability solves this challenge for busy sales managers. Call Coaching automatically records salespeople’s calls and lets you provide feedback at specific points in time. It combines insight with action so you can help your reps improve critical sales skills including active listening, clear articulation of value, and objection handling.
“By adding Call Coaching to the Allego platform, and giving organizations an even greater level of visibility into the impact of their efforts, Allego is reaffirming its commitment to providing a truly end-to-end learning and readiness suite,” said Tim Hagen, President of Progress Coaching.
Unrivaled Insight and Actionability
Call Coaching, the newest enhancement to Allego’s workforce learning and readiness platform, gives sales enablement and training teams unrivalled insight into the impact of their efforts. Call Coaching automatically imports and analyzes all recordings of reps’ conversations with prospects and customers, giving executives and managers visibility into real-world performance. They also gain the ability to act on those insights to drive targeted coaching and training, all within the platform.
“In today’s increasingly remote professional world, which has only been compounded by recent events, organizations need a tool that provides an end-to-end view to their enablement process, from onboarding, to messaging launches, to everyday execution and skills coaching,” said Andre Black, Allego’s VP of Product.
The new capability offers sales and services leaders and front-line managers a frictionless way to access recorded calls and web conferences and highlight specific moments to assess rep competency and better support deals. Managers can quickly and easily analyze whether reps can articulate value, differentiate their product from competitors, and adhere to key processes.
With Allego’s Call Coaching capability, for example, sales leaders and managers get the benefit of knowing whether individuals or teams are talking more than listening during customer calls, providing the right responses when asked about price or timelines, articulating the right responses to objections, and more.
“Built as part of Allego’s platform, our Call Coaching capability automatically provides sales and services leaders visibility into live conversations from the field, combined with the power of Allego’s full learning and readiness suite to seamlessly act on those insights for targeted coaching, training, and enablement initiatives,” added Allego’s Black.
A 360-degree View of Team Competency
Insights from Call Coaching can be combined with individual rep’s call performance and learning data from other areas of the Allego platform for a 360-degree view of team competency. Managers can then use these insights to provide immediate feedback and coaching right in-line at various points throughout a conversation using Allego’s advanced video coaching solution.
The feature also allows training teams to create, share and enhance content libraries and learning paths with high-impact content featuring footage of top performers “in the wild.” Users can locate and clip out specific moments within call videos and enhance those clips with quiz questions, interactive prompts, polls, and knowledge checks.
Enablement managers can also integrate these clips into best practice recommendation engines and libraries for just-in-time learning, as well as other courses and learning paths to increase learner engagement. The new feature can streamline certification for new products by allowing reps to turn in recordings of their best sales calls as messaging certification submissions.
From a rep’s perspective, Call Coaching eases their workload by taking automated notes in real-time and identifying action items after calls so they can focus during conversations and listen more actively. Fully integrated with CRM systems, Call Coaching automatically generates a record of key information about sales interactions associated with the account or opportunity. This helps salespeople transition accounts to other reps or communicate with post-sale teams more quickly and easily.
“Our top priority is to help managers engage and develop their staff into high performing talent. Allego plays a key role in client successes by providing the tools to share information and collaborate effectively as well as train and coach as efficiently as possible,” added Progress Coaching’s Hagen.