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 Coaching Plans, the Rep view includes three sections:
- Custom Skill: provides insight into skill development progress over time
- Reviewed Calls: breakdown of all calls chosen for each coaching session
- Next Review: notifies reps of the next coaching session
The Coaching tab does not become available for the rep until a manager or admin has created a Coaching Plan.