Chorus Scorecards for Sales Reps
Why This Matters:
Scorecards are great for a rep who wants to improve conversation skills in the short term while also learning long term skills like engaging prospects in the discovery phase or dealing with competitors or objections.
Chorus Scorecards are an amazing opportunity for you to seek call-level feedback. Think you did well on a call? Or better still, have a feeling you could have done better? That’s the perfect opportunity for you to seek your manager’s feedback, get scored, and then assess low score areas as well as listen to a few comparable calls from other reps that received higher scores.
That’s how you can build long term skills - one conversation at a time.
1. Seek Feedback
- For any call that you want feedback on, head over to that call in Chorus. Once there, click the "Coaching" tab on the right hand panel. Once in this tab, click on the “Request Coaching” button. This sends an email to your manager requesting them to score and provide feedback on that call. It also makes it the top recommended meeting that they find in their Chorus “Coaching” tab.
- It is important to seek feedback on good AND bad calls.
- GOOD CALL: You think you just took down your competitor in a very professional but compelling way? Send it to your manager. They may offer you an even better example or suggestion. And if not, your team members will benefit from the talk track that you used. Being a ‘talk track mentor’ for your peers is a great place to be in from the point of view of career growth.
- BAD CALL: Does the prospect’s body language suggest you didn’t really counter their objections satisfactorily or did you feel the meeting ended on a low energy level? Send it to your manager. Ask them what you should do differently next time and chances are you will get their feedback even before your next scheduled 1-on-1 with them.
2. Focus and Improve
- On any call that got scored, focus on anything that was rated 3 or below. If the manager did not add comments, ask them 1-on-1 what you should do differently so that it gets you a 4 or 5 on that parameter.
- Another great way to improve your skills and boost your score is to check out your Team's Top Rated Recordings for that score card. You can find this in the “Coaching” tab and jump directly into the top 2 calls that got the highest scores for that initiative. This means you need to spend ZERO time looking for great calls that serve as a benchmark for what you need to be doing.
- Ask your manager for examples from other reps’ calls where they think the rep did a better job than you on a similar question or scenario.
- If you have the time to listen to more calls, in the above view identify the top-ranking reps. Listen to calls from these reps and jump to relevant moments using Chorus Trackers and the Search option.