EBOOK

Coach Your Sales Reps to Success With Leading Indicators

Coachability is the best attribute of a salesperson. Most revenue leaders prefer to work with coachable reps over those with any other trait. It is critical to ensure that your managers have the necessary resources to deliver the best guidance and coaching when it comes to your sales reps.

We invest millions of dollars in sales coaching every year, and yet most reps fail to hit quota. What’s the secret behind the best performing teams then?

Their managers coach the reps with real-time metrics rather than past outcomes.

In this ebook, we will tell you how you can leverage the insights from leading indicators and use them to make coaching more impactful and how this process can make your reps more productive and successful in their job.

Coach Your Sales Reps to Success With Leading Indicators

In this e-book you’ll learn:

  • What are the elements of your sales coaching that need a change?
  • What are the leading indicators in sales and how do they impact your reps?
  • What are the pitfalls and challenges with the leading indicator-based approach and how to avoid them?

“We use Nektar to get activity data. The information about your in-flight deals – how are we engaging with the buyer, how many touchpoints we’ve had, what meetings were held, how the buyer responds – is the foundational information that your deal review and forecast rests on.”

Abhimanyu Mukherjee
Abhimanyu Mukherjee
VP Sales India

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Salesforce

  • Bi-directional integration with Nektar.
  • In real-time, automatically create contacts and sync emails and meetings against corresponding accounts, opportunities, and leads.
  • Automatically create historical contacts and sync historical activities that are related to a new, ongoing opportunity. (We call this Time Travel!)
  • Self-heal any erroneous/outdated contacts, contact roles, and activities.
  • Nektar only creates additional records on Salesforce or augments existing records. It never deletes information or overwrites anything.

Gmail

    • Fully automated data capture. No browser extension, email sidebar, or email forwards.
    • Automatically create contacts in your CRM by capturing them from the ‘from’, ‘to’, and ‘cc’ in emails.
    • Enrich your contacts automatically by capturing the job title, phone number, and social profiles from email signatures.
    • Sync every inbound and outbound email automatically into your CRM against the right account, opportunity, and leads.

    Google Calendar

    • Fully automated data capture. No browser extension, email sidebar, or email forwards.
    • Sync one-time meetings or recurring meetings seamlessly into your CRM, along with the meeting title and schedule.
    • Capture email addresses and automatically create contacts in the relevant account and opportunity in your CRM.
    • Without worry, capture any updates made to a calendar invite – modifications to the participant list and/or the schedule.

    Slack

    • Push revenue intelligence notifications to specific channels and individuals.
    • Notify non-CRM users as well, for example, your engineering, product, finance, legal teams.
    • Define the date and time for delivering the notifications.