Coach Designation

Coach Designation is broken down into two groups with several subcategories:

• Summary
  • Call To Action 
  • Coaching Effectiveness 
  • Reps You're Coaching 
• Coaching
  • Reps You're Coaching
  • Reps You Have Previously Coached
  • Coaching Effectiveness

Coaching Designation for a rep gives access to the coaching tools that managers and admins have by default. This allows for more flexibility in who can fulfill a coaching role within ExecVision. When enabled Reps will have a Dashboard view similar to a Manager's dashboard.

Rep Coach Dashboards

Summary

Call To Action

The purpose of CTAs is to drive the Coaches to respond to an immediate action within the platform. The CTAs are in real-time and are designed to show the Coach how to take the next step and create a sense of urgency around the metrics.

There are five different CTAs for Coaches, with only three showing up at a time. The three that appear are designed to be the most relevant for the coach.

The five CTAs are:

1. Number of unread Smart Alerts -> directs the coach to the Inbox tab > Smart Alerts column
2. Number of unread feedback requests -> directs the manager to the Inbox tab > Feedback Requests column
3. Number of unread shares -> directs the manager to the Inbox tab > Shared with Me column
4. Number of reps without coaching plans -> directs the coach to the Coaching > Coaching Plans section with Dashboards
5. Number of review coaching meetings scheduled for the next three days -> directs the manager to the Coaching > Coaching Plans section within Dashboards

Coaching Effectiveness

View how much coaching the rep received, the rep's scores and activity trends, and the rep's rankings against other users. The purpose of coaching effectiveness is to see how much time was put into coaching vs the results of the coaching. For an expanded view of this widget select Show More at the bottom of the widget.

Reps You're Coaching

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 coach 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 widgets within the Dashboard tab.

Existing Coaching Plans with the coach are listed in the below table. See the Coaching section below for a breakdown of each column.

 

Coaching

 

Reps You're Coaching

View the reps you currently have active plans with and how much progression has been made in the plans. The purpose of Rep You're Coaching is to keep track of the your reps progress on developing the skill each plan is focusing on.

REP: The name of the rep that is being coached in the coaching plan.

SKILL: The skill that will be coached in the coaching plan.

SINCE PLANS START: Progress in skill since Coaching Plan started.

PLAN PROGRESS: The number of reviews that have occurred since the plan started. Clicking on this opens the coaching plan allowing for quick access to the results of previous meetings and allows the coach to view the current pending meeting.

COACH: Shows Who is coaching the rep on this coaching plan.

NEXT REVIEW: Shows the date and time for the next meeting review of the plan.

Reps You Have Previously Coached

Past Plans are available in the individual Coach's view and the Reps Stats Tab. This breakdown allows coaches and reps to view historical skill development and verify if goals were met when meeting for performance reviews.

Coaching Effectiveness

View how much coaching the rep received, the rep's scores and activity trends, and the rep's rankings against other users. 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 a description of each metric:

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.

You can select whichever combination of options you wish to focus on. Listen-only sessions are not included in review time. The coaching time is split into a fraction where the numerator (2:04 in the below example) represents the Total coaching time (including all managers and coaches) and the denominator (1:01 in the below example) represents the time coached by the direct manager.

How much coaching time is each rep receiving from their direct coach 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.

Score Trend: Percent change of average call scores for a rep in this period vs. last period. Score includes all manager, coach and peer call scores. Reps' self-scores are not included.

A decreasing Rep Call Score Trend generally indicates either that the Forgetting Curve is causing a rep to revert to old habits, or the focus of current coaching has shifted from a skill the rep has mastered to a new skill that the rep needs to improve. As you review these scores, determine which reason applies to each rep. Additionally, when a rep consistently maintains a high Rep Call Score Trend, they have achieved a level of mastery on that particular call type. At that point, consider changing the focus of your coaching to another call type.

Score Rank: Stack ranking of each rep 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.

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?

Activity Trend: Percentage change in the total Call Activity Score by each rep, compared to the previous 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 reps are trending in call activity. Drops in call activity could indicate that a rep might be losing motivation, spending too much time on non-selling activities, or focused on the wrong things. If you see an issue related to low activity, fix this first before coaching on call quality.

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.https://zoom.us/j/2120479153

See how each rep stacks up on call activity. This metric is beneficial for recalibrating dial goals and target conversion rates across the team.

Coached By: Who coached each rep during this period. The blue circle indicates the percentage of coaching this rep received performed by each coach.