Coaching Plans are a logical progression of ExecVision's capabilities. The platform ingests, transcribes, and analyzes call and web conference recordings to surface actionable insights about rep behavior during conversations. Coaching Plans introduce a new layer of how conversation insights are 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 coach 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, for example, 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.
Reps' dashboard of Coaching Plans includes four sections:
- Latest Coaching Plan Status: provides insight into skill development progress over time
- Details of Coaching Sessions: revisit the calls' scores and feedback from a specific session
- Upcoming Session Reminders: notifies reps of the next coaching session
- Interacting with Coaching Plans Outside of the Coaching Tab: add calls directly to a coaching plan or request coaching on a specific call from the Calls tab
The Coaching tab does not become available for the rep until a coach or admin has created a Coaching Plan.