The Summary page is a snapshot of the rep's conversational style as well as trends in call volume and scorecard grades.
Search for a specific time period by using the date filter at the top right-hand corner. Toggling Prev or Next will automatically stick to the previous period that was selected. This means that if the initial search was a quarter review, selecting Prev will show the previous quarter.
Adjusting the period would dynamically change this summary page.
Call Engagement Metric
The call engagement metric speaks to the number of interchanges that are taking place in calls. Interchange is the back-and-forth count between the rep and the prospect. ExecVision is generating a count of interchanges for each call and is contingent on speaker separation. This poses the following questions for the rep:
- Am I asking effecting questions that is getting the prospect to open up?
- Am I asking the right follow-up questions?
A high performing rep will sit in the upper left-hand quadrant of the below matrix. The rep is asking effective questions (Many interchanges) and they are Listening to the buyer the majority of the conversation.
An orange dot indicates your personal metrics. The other dots on the grid are the other reps under that specific team.
Average Call Score
The Average Call Score speaks to the grading percentage of all of the rep's calls. Michael's average score in the last 15 days is 66.67% with the team average sitting around 63%.
The graph on the right documents Michael's average score over a 15 day period. Michael's average was at 50% on 5/14 but his averages increased by 16 percentage points within the last 15 days.
Upcoming Coaching Meetings
Each rep gets an outline of upcoming Coaching Plan meetings. This includes a run down of completed prep, meetings awaiting action from the coach and meetings awaiting action from the user.
Pending Your Action: These coaching meetings require action on your part before meeting preparation is complete. Hover over each meeting to see what action you need to take.
Pending Coach: These coaching meetings require action on the coach's part before meeting preparation is complete.
Upcoming (Ready): These coaching meetings are ready to take place according to the pre-set schedule of the Coaching Plan. All meeting preparation for these coaching meetings has been completed.
See Smart Assistant for directions on adding calls to Coaching Plans.