Coaching Plans are a logical progression of ExecVision’s capabilities. The platform ingests, transcribes, and analyzes call and web conference recordings to surface actionable data about rep behavior during conversations. Coaching Plans introduce a new layer of how conversation data is applied to driving performance improvement.
This new functionality was built around a methodology developed by Co-Founders David Stillman and Steve Richard over their 15+ years of onboarding and training new salespeople. This methodology accounts for the neuroscience behind adult behavior change, which is often missing from coaching and training programs. Following the American Psychological Association’s recommendation that training should focus on changing only one behavior at a time, ExecVision’s Coaching Plans were designed to facilitate maximum efficacy.
The idea of a Coaching Plan is the manager and a rep or a group of reps will meet regularly to review calls focused on 1 to 2 skills at a time. If a rep needs help with establishing lead-in, the rep will identify calls that address this skill and the manager will work with the rep in these coaching sessions to track progress over time. The Coaching tab also works for a team meeting with multiple reps.
These skills are baked in the platform through Scorecard Profiles. We utilize these skills for easy workflow between the Stats and Coaching tabs. Walk through the Coaching Plan, schedule coaching sessions and send calendar invites and reminders for upcoming sessions.
In the Executive View of Coaching Plans there are three sections:
- Coaching Plan Activity by Manager: provides insight into who has created Coaching Plans, how many plans they have and their total coaching hours
- Creating Coaching Plan: executives can create Coaching Plans on the managers behalf
- Best Practices: in-app tips for improving coaching process