To help improve sales performance for its new hire and tenured sales force, foundation repair and water management solutions provider Groundworks invested heavily in sales tools, resources, and technology. Last year was the company’s first year partnering with a speech-analytics software tailored to help Sales managers coach their teams by reinforcing Groundworks’ sales process, products, and services.
Program Details
When Outside Sales Representatives engage with customers, they record their conversations using the software’s mobile app.
Using these recordings and the software’s analytics, Sales managers can conduct “virtual ride-alongs” and coach their team to increase their sales. Testimonials from Sales managers have been positive regarding time management and support reach for their teams.
In real time, Groundworks leverages analytics to track app usage, call recordings, average appointment time, and sales process adherence. This allows Sales managers to comment on recordings, instantly coach struggling employees, and share best practices.
Leveraging those metrics, as well as the company’s internal reports, company leaders can continuously track performance on a weekly, monthly, and quarterly basis to monitor low-performing employees and coach/counsel them accordingly.
Results
In the first quarter of 2024, Groundworks conducted a pilot to evaluate the tool’s effectiveness and launched the platform to a small group of their sales force. The pilot proved successful, so the platform was launched to all sales employees later that year.
