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Leading Custom Research & Analytics Firm Sees 35% Gain in First-Call Conversions to Sales Pipeline
技术
- 应用基础设施与中间件 - API 集成与管理
适用行业
- Professional Service
适用功能
- 销售与市场营销
服务
- 数据科学服务
挑战
Hanover Research was facing a challenge in their sales coaching program. The process of reviewing calls was time-consuming and the coaching sessions were often rushed, leaving no room for timely and consistent feedback. The sales directors needed to create value on the first call with senior-level prospects, and coaching sessions were aimed at preparing them for those conversations. However, the coaching program lacked an easy way to review conversations from start to finish and identify coachable moments. They were relying on metrics from the CRM and meeting software to inform managers what to coach on. The problem was that without insight into the dialogue that’s actually going back and forth between the reps and prospective clients, it was nearly impossible to understand how to make improvements or adjustments in the business.
关于客户
Hanover Research is a leading custom research and analytics firm. The company's sales team is led by Chief Growth Officer Sid Phillips, who understands the critical role of coaching in the success of his sales team. The sales directors at Hanover Research are tasked with creating value on the first call with senior-level prospects. To achieve this, they rely on coaching sessions that prepare them for these conversations. However, the company was facing challenges with their coaching program, as call reviews were time-consuming, coaching sessions were rushed, and there was no mechanism for timely and consistent feedback.
解决方案
To address the challenges in their coaching program, Hanover Research brought in ExecVision. The solution was aimed at providing an easy and effective way to review calls and identify where directors needed coaching. ExecVision was used to gain insight into rep performance, make asynchronous coaching more efficient, and allow reps to self-identify and ask for feedback. The solution provided a way to understand what was actually being said on calls, which was critical for increasing first-call conversions. With ExecVision, Hanover Research was able to build a strong coaching culture where directors solicit their peers, managers, and leaders for feedback on their calls.
运营影响
数量效益
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