Chorus Scorecards for Team Managers
Why This Matters:
As a sales team manager, your success relies completely on rep performance. The messaging or talk tracks they use determines the team’s ability to meet their quota.
When you deliver concrete, evidence-based feedback, reps learn to stay on-message and adopt talk tracks that are proven to work better.
As they see their conversations improve and deals getting unstuck or advancing, they attribute a lot of their improvement to the coaching they got from you.
1. Score Rep Calls
- Once your sales leader/enablement implements a scorecard and makes it available for your team, you can start scoring. On any rep call, click the ‘Coaching’ tab and select the program under which you want to score that call.
- That launches the scorecard that you wanted. Rate each question/parameter on a scale of 1-5 (5 being the highest rating).
- Do not leave the comments blank. Listen to the relevant portions of the call by using Chorus Trackers and Search options to add anecdotal feedback for your score on each question.
- Chorus’s AI will auto-recommend calls you should score. As a result, you have to spend ZERO minutes searching for calls to score. These recommendations can be found in:
- Your email inbox.
- The “Coaching” tab on the left pane of your Chorus instance:
- As a best practice, recommend your reps to seek your score and feedback on any call they feel they could have done better on. Ask them to submit at least 1 call per week for feedback. They can do so by selecting the “Request Coaching” option on the relevant call.
Other Best Practices:
Sustainable coaching loops:
- Aim to score 1-2 meetings per rep each week (use comments!)
- Follow up with 1:1s to discuss how reps can make their next call a ‘5’
- Recognize top-ranking reps in Slack or team meetings
- Target low-scoring areas for additional training / feedback
- Ask reps to Request Coaching on meetings they want help on
Goals for the first month:
- Create and launch an initiative
- Managers score at least 2 recordings for each rep
- Evaluate early scores and set a goal to meet next month
2. Measure Results
- The “Coaching” tab takes you to your own personalized Coaching dashboard which lists all the key coaching programs.
- Under each program, you can see your team score (as well as how the score is trending over time), top ranking reps, low scored or high scored skills, and the top-rated calls
- The goal should be to raise scores on a weekly basis.
- This can be achieved if you target 2 or 3 low-scoring areas for each rep on your team and help them improve on it on their next call. E.g. if a rep does not deal well with competitive questions in a discovery meeting, help them with the right talk tracks, point them to call recordings from other reps that they can learn from, etc. Then score the same rep’s next few discovery meetings to ensure they do better and score higher on competitive questions.
3. Guide Your Reps
- Scorecards can be used to run effective 1-on-1 discussions with reps. They highlight areas of development for a rep and help focus the meeting on what the rep can do immediately to improve on a low-scoring skill.
- In a team meeting:
- Recognize and/or reward top-ranking reps
- Play moments from the top-rated 1-2 calls for the team to learn from
- Also, remind reps to submit calls where they did well, and more importantly, calls where they feel they need more coaching.