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.
A manager will be able to view that rep's individual dashboards by using the Search for Reps drop-down.
The Summary tab can be broken down into three sections:
Call to Actions
The purpose of CTAs is to drive the manager to respond to an immediate action within the platform. The CTAs are in real time and are designed to show the manager how to take the next step and create a sense of urgency around the metrics.
There are seven different CTAs for Managers, with only three showing up at a time. The three that appear are designed to be the most relevant for the manager.
The seven CTAs are:
- Number of unread Smart Alerts -> directs the manager to the Inbox tab > Smart Alerts column
- Number of unread feedback requests -> directs the manager to the Inbox tab > Feedback Requests column
- Number of unread shares ->directs the manager to the Inbox tab > Shared with Me column
- Number of direct reps (who are active) that don't have calls in the platform for today -> directs the manager to the Call Activity > Today's Conversations section in Dashboards
- Number of direct reps who haven't been scored in the past 60 days -> directs the manager to the Coaching > Rep Skills section in Dashboards
- Number of reps without coaching plans -> directs the manager to the Coaching > Coaching Plans section within Dashboards
- Number of review coaching meetings scheduled for the next 3 days > directs the manager to the Coaching > coaching Plans section within Dashboards
Each manager gets an outline of upcoming Coaching Plan meetings. This includes a run down of completed prep, meetings awaiting action from the manager and/or the rep, and coaching recommendations for reps without active Plans.
Upcoming (Ready): These coaching meetings are ready to take place according to the pre-set schedule of the Coaching Plan. All review preparation for these coaching meetings has been completed.
Pending Your Action: These coaching meetings require action on your part before review preparation is complete. Hover over each meeting to see what action you need to take.
Pending Rep: These coaching meetings require action on the rep's part before review preparation is complete. Hover over each meeting to send a reminder to each rep.
Recommended Coaching: ExecVision recommends the following Coaching Plans for your reps based on their skill gaps. Use the arrow button to create a Coaching Plan for the reps. Click Switch to advanced settings to adjust the scheduling, duration, meeting type, objective, review session agenda and review preparation. The default preparation is scoring, commenting and adding one call to coaching for both the coach and recipient.
Recommended Coaching is calculated using a proprietary algorithm that identifies which reps without active Coaching Plans have the most potential to improve and the skill that needs the most focus.
See Smart Assistant for directions on adding calls to Coaching Plans.
These stack rankings look at a rep's engagement (self-review and coaching), average call score, and coaching received. Best Reps ranking is also included and calculates high performers based on engagement, call activity and call scores.
See below for description of each metric:
Best Reps: Stack ranking of reps based on a weighted combination of Engagement, Call Activity Score, and Average Call Score during the period. Toggle in reverse to see reps with the lowest scores. Reps with no score are shown in red.
Best Reps are the most engaged, and have had the highest activity levels and call scores during this period. Use your best reps to help coach their peers. Reps at the bottom of this list, or those shown in red, are disengaged and may be less likely to respond to manager coaching.
Recently Requested Feedback: Stack ranking of reps based on how recently they requested feedback during this period. Toggle in reverse to see reps who have not requested feedback recently. Reps who have never requested feedback are shown in red.
Reps at the top of this list have recently requested feedback on their calls. Keep in mind that reps who frequently raise their hand for feedback outperform their peers. ExecVision recommends that reps request feedback on at least 2 calls a week in order to maintain rep-manager calibration on the rep's performance.
Engagement: Stack ranking of reps based on how much time was spent on self-review activities during this period. Self-review activities include annotating, commenting on and scoring their own calls. Toggle in reverse to see reps who spent the least amount of time on self-review activities during the period. Reps who spent no time on self-review activities are shown in red.
Engagement shows if a rep is invested in their own self-development. Reps that spend 30 minutes to 1 hour per week on self-review activities outperform their peers who don't self-review.
Scoring: Stack ranking of reps based on Average Call Score during the period. Average Call Score includes all manager, coach and peer call scores. Reps' self-scores are not included. Toggle in reverse to see reps who have the lowest Average Call Score during the period. Reps without an Average Call Score are shown in red.
Create a Coaching Plan for any reps with a score of less than 60% on a given skill.
Amount of Coaching Received: Stack ranking of reps based on the amount of coaching they received during this period. This is the total amount of time the rep's manager or coach spent on the rep in Review Time and Meeting Time. Review Time consists of annotating (commenting on and highlighting) and scoring conversations, but does not include listen-only activity. Meeting Time consists of time spent in coaching meetings that are a part of Coaching Plans. Toggle in reverse to see reps who received the least amount of coaching during the period. Reps who received no coaching are shown in red.
Are you coaching all of your reps or only some? This could be a good thing or bad thing depending upon the needs of each rep. Research shows that you should focus on B-players and new reps in order to generate a bigger improvement in call quality relative to the amount of time you spend coaching.