Most managers know they should be coaching their teams on the conversations their team members are having on the front line. Effective call review is one of the key contributing factors to decreasing your team's ramp time, hitting your revenue goals, and most importantly, retaining your team.
In fact, 60% of sales reps say they'll leave an organization if their boss is a poor sales coach.
But how do you prioritize call review among all the other action items you have on your plate?
We used Chorus.ai Data Science to understand the most impactful conversations in the sales cycle Managers review - so when you are choosing what calls to review in your team's pipeline, you know exactly where to go.
Here's an overview of what we found:
- It pays to review your team's calls: managers who increased their call review rate by 3x over 3 quarters saw an average increase of 50% in win rates
- Managers listen to longer calls: the average duration of call reviewed by managers is 9 mins longer than the average call recorded
- Managers listen to calls from bigger deals: average deal size of calls reviewed is $3K higher than the company's ACV
- Managers spend 71% time reviewing account-specific calls and 29% on new hires or skill-oriented reviews
- Managers spend 83% time reviewing early stage calls - qualification, discovery, and demos
- Help your rep on their follow up call - Managers review 50% calls within 5 days of the call getting recorded and 7 days before the next call
Interested in implementing a Coaching Culture with your team? Download the Chorus Coaching Culture Guidebook