The Summary tab can be broken down into four sections:
The Navigation Bar
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.
An exec that is also a manager of a team will be able to view that team’s individual dashboards by selecting View My Team Dashboard at the top.
Search for specific reps and managers in the search widget in the right-hand corner. All available users are tied to an exec's specific viewing permissions.
Click Create Coaching Plan to create a new plan on behalf of the manager or coach. See this article on creating a coaching plan.
Call to Actions (CTAs)
The purpose of CTAs is to drive the executive to respond to an immediate action within the platform. The CTAs are in real time and are designed to show the executive how to take the next step and create a sense of urgency around the metrics.
There are nine different CTAs for Executive, with only three showing up at a time. The three that appear are designed to be the most relevant for the executive.
The nine CTAs are:
- Number of Unread Smart Alerts - clicking on this CTA will take exec to the Inbox tab to review
- Number of Unread Feedback Requests - clicking on this CTA will take exec to the Inbox tab to review
- Number of Unread Shares - clicking on this CTA will take exec to the Inbox tab to review
Coaching Plans Action (for execs that have coaching plans)
- Number of review coaching meetings scheduled for the next three days -> clicking on this CTA will take exec to their own coaching section within the manager dashboard
For Execs that also manage a team
- Number of the exec’s reps (who are active) who usually have calls but don’t have calls today - clicking on this CTA will take the exec to their own call activity section within the manager dashboard
- Number of the exec’s reps who haven’t been scored in the past 60 days - clicking on this CTA will take the exec to their own strengths & weaknesses chart within the Manager dashboard.
- Number of the exec’s reps without coaching plans - clicking on this CTA will take the exec to their own coaching plans widget within the Manager dashboard
General Exec Callouts
- Number of managers who have done zero coaching in the past 7 days - clicking on this CTA will take the exec to the activity section within the Coaching tab.
- Number of managers with zero coaching plans - clicking on this CTA will take the exec coaching plans section within the Coaching tab.
Key Metrics for specified time period
The key metrics widget provides a top-level view of current coaching activity and performance across your departments or teams.
The current period represents the time selected in the navigation bar. The “Last” time frame encompasses the previous exact date amount that was chosen for this time period. The search parameters for the above metrics are 3/1/20 to 3/31/20. The "Last" period would represent the month of February (2/1/20 to 2/29/20).
The current period is bolded in black, the last period is greyed on the right. Green up arrow indicates that metrics increased during the current period, red down arrow means that the metrics decreased in comparison to last period and a straight greyed arrow means the metrics stayed the same.
See below for description of each metric:
Hours of coaching: Hours of coaching provided by your managers/coaches (does not include any rep peer coaching) in this period vs. last period. Coaching includes coaching meetings that are a part of Coaching Plans and review time. Review time consists of annotating (commenting and highlighting) and scoring conversations, but does not include listen-only activity.
Research shows that when reps receive one hour of coaching per week, their call quality gets better. ExecVision recommends that managers and coaches provide one hour of coaching per rep per week - 30 minutes on review time (listening to, commenting on, and scoring calls), and 30 minutes on coaching meetings.
Coaching Plans: The number of active Plans with completed coaching meetings in this period vs. last period. Coaching Plans can be multiple coaching meetings over a period of time or a single ad-hoc coaching meeting.
Managers and coaches build Coaching Plans to address rep skill gaps. If the number of Coaching Plans created increases, then more coaching is being formally tracked and measured in the ExecVision platform. If the increase in Coaching Plan creation also coincides with an increase in Average Rep Score, your managers and coaches are coaching effectively and conversation quality is improving.
Average Rep Score: Average of all call scores for all reps in this period vs. last period. Score includes all manager, coach and peer call scores. Reps' self-scores are not included.
If Average Call Score increases over time, your team's call quality is increasing. If it decreases, you may need to adjust your coaching focus based on your team's strengths and weaknesses. Drill down into how your teams and reps are performing and create a Coaching Plan for any reps with a score of less than 60% on a given skill.
Call Volume: Total number of calls processed by ExecVision in this period vs. last period. This number includes calls where your dialer or web conferencing tool didn't capture audio, or those that ExecVision rejected for being too short.
Call Volume provides insight on the total calling and web conferencing activity across your organization - any conversation that is processed by ExecVision. If you see a continuous decrease in this metric, you may need to address rep activity levels with your managers.
View how much each manager is coaching, their team’s score and activity trends, and their rankings against other managers. The purpose of coaching effectiveness is to see how much time was put into coaching vs the results of the coaching. Coaching data is provided in a nightly occurrence (not in real time) and by a snapshot of users’ metrics in the database.
See below for description of each metric:
Meeting Time: The total amount of time your managers and coaches spent with reps in coaching meetings as part of a Coaching Plan. This number is the sum of the time that elapses between clicking 'Start Coaching Meeting' and 'Finish Coaching Meeting' within the Coaching Plan.
Coaching meetings are the sessions that make up a Coaching Plan. Ad-hoc coaching meetings are single-meeting Coaching Plans used to address minor deviations from best practices to get reps back on track. Multi-meeting Coaching Plans are used to address more extensive skill gaps and take place over an extended of time. Sort this column to see which managers are spending more time in coaching meetings than others.
Review Time:The total amount of time your managers and coaches spent reviewing the calls of reps on their team. If the manager or coach listens to, but does not comment on, highlight, or score a call, that 'listen-only' time is not included.
View how much time your managers and coaches are spending on coaching reps outside of formal coaching meetings. This can include review preparation for Coaching Plans and responding to call coaching requests.
Team Score Trend: Percent change of average call scores on a manager's team in this period vs. last period. Score includes all manager, coach and peer call scores. Reps' self-scores are not included.
If there is a lot of Meeting Time or Review Time and the Team Score Trend did not improve, it could indicate a gap in coaching effectiveness. There is a lot of coaching happening, but it's not working. Consider training managers and coaches on how to coach their reps so call scores improve.
Team Score Rank: Stack ranking of each manager's team based on average call scores. The (+/-) indicates change in ranking from last period. Score includes all manager, coach and peer call scores. Reps' self-scores are not included.
Which of your managers made the biggest leap in terms of higher team call quality? Which team is dropping relative to other teams? Top sales leaders personally get involved with call coaching of laggard teams to do skip-level coaching with the reps directly.
Team Activity Trend: Percentage change in the total Call Activity Score by reps on each manager's team during this period vs. last period. Call Activity Score is also shown in the "donut" chart on the Rep Dashboard, and is derived from a weighted combination of number of calls and total duration of calls.
Explore how teams are trending in call activity. Large fluctuations in this metrics should be inspected further to ensure the team is focusing both on quantity and quality of calls and conversations.
Team Activity Rank: Stack ranking of each manager's team based on total Call Activity for all reps on that team during this period. The (+/-) indicates the change in rank from last period. ExecVision normalizes Call Activity to have an apples-to-apples comparison of reps from different teams with different roles and call types (ie cold calling, lead follow up, scheduled discover calls, demos, etc.).
See how each team stacks up on call activity. This metric is beneficial for recalibrating dial goals and target conversion rates across the organization.