| Tab | Section | Metric | How is this calculated? | ExecVision Tips |
| Summary | Upcoming Coaching Activity | Recommended Coaching | 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. | ExecVision recommends the following Coaching Plans using a proprietary algorithm that identifies which reps have the most potential to improve and the skill that needs the most focus. Use the buttons below to create a Coaching Plan in only 2 clicks. |
| Team Rankings | 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. | ||
| Average Rep Call Score | 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. | Reps are ranked by their Average Call Score during this period. 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. | ||
| Coaching | Coaching Effectiveness | Coaching Time | The total amount of time spent coaching individual reps during this period. Coaching includes 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. The value on the left represents the total amount of coaching received by a rep from both their manager and other coaches. The value on the right represents the amount of coaching received by a rep from their manager only. | The value on the left represents the total amount of coaching received by a rep from both their manager and other coaches. The value on the right represents the amount of coaching received by a rep from their manager only. How much coaching time is each rep receiving from their direct manager vs other coaches? If a rep's call scores aren't improving, consider changing the person providing the coaching. HBR research on 'connector managers' shows that coaching by committee produces better results than reps who receive coaching only from one person. |
| Rep Call Score Trend | Percent change of Average Rep Call Score in this period vs. last period. Score includes all manager, coach and peer call scores. Reps' self-scores are not included. | If Average Rep Call Score increases over time, your rep's call quality is increasing. If it decreases, you may need to adjust your coaching focus based on the rep's strengths and weaknesses. Drill down into how your reps are performing and create a Coaching Plan for any rep with a score of less than 60% on a given skill. | ||
| Rep Call Score Rank | Stack ranking of each rep based on Average Rep Call Score. The +/- indicates change in ranking from last period. Score includes all manager, coach and peer call scores. Reps' self-scores are not included. | Research shows that managers should invest their coaching time on average performers and new hires. The business impact from coaching these 'B players' is greater than coaching 'A players' or reps who are in the bottom 25%. While looking at the Rep Call Score Rank, which of your reps should you coach more and which should you coach less? | ||
| Rep Call Activity Trend | Percentage change in the total Call Activity Score for rep in this period vs. last period. Call Activity Score is also shown in the "donut" chart on the Call Activities tab of the Rep Dashboard, and is derived from a weighted combination of number of calls made and total duration of calls. | Explore how reps are trending in call activity. Large fluctuations in this metric should be inspected further to ensure reps are focusing both on quantity of calls and quality of conversations. | ||
| Rep Call Activity Rank | Stack ranking of each rep based on total Call Activity Score during this period. The +/- indicates the change in ranking from last period. Call Activity Score is also shown in the "donut" chart on the Call Activities tab of the Rep Dashboard, and is derived from a weighted combination of number of calls made and total duration of calls. | See how each rep stacks up on call activity. This metric is beneficial for re-calibrating dial goals and target conversion rates across your team. |
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