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COACHING

Ask questions and learn best practices about coaching in Gong.

  • 32 Posts
  • 92 Replies
32 Posts
Andrew O'Driscoll
Andrew O'DriscollHead cheese
posted in COACHING
7 Gong Tabs to Help Guide Your Next 1:1

Gong is the only tool you need to run your 1:1s. With all of the valuable, fact-based information that lives in Gong, managers have everything they need to facilitate impactful coaching opportunities with their reps.    This is going to push many people’s Gong knowledge. If you have lived primarily in the Calls and Deals Tab you will now explore new application areas.  This is a list of recommended Gong pages to use to run your 1:1s.   FOCUS AREA WHERE IN GONG VALUE Upcoming Meetings ACTIVITY Tab View upcoming meetings  Identify where you can help  Instruct rep where to focus attention  View meeting follow ups in same window Deal Status DEALS Tab Identify risk using warnings Understand next steps  Use multiple boards (All, Outliers, Deals with Warnings etc.) Deal Risks  TEAM Tab Deal Drivers  Identify pipeline trouble spots Coaching  Check-In TEAM Tab Coa

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Molly Kipnis
M
Melodie SchwartzNew Participant
asked in COACHING
Gong Metrics for Comp Plans

Hello! I’m curious to know if any fellow Gong community members have implemented Gong coaching metrics in comp plans? We’re using “Calls Listened to” for ramping MBOs- so far so good!     

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Mike Cardno
Winnie Nguyen
Winnie NguyenCommunity Newbie
published in COACHING
POLL: How do you coach your team?

 The first 5 users who comment will receive a pair of Gong socks!    Coaching has a HUGE impact on win rates, ramp times for new hires, and job satisfaction across your team. Gong has built-in tools to help you coach effectively and improve in each of these areas.  Question for Sales managers: Which Gong approach are you currently using for coaching? Some ways we love to coach are: We use @mentions in the “Comments” section on calls to praise publicly. We use @mentions in the “Comments” section on calls to coach privately. We ask reps to send at least one call (good or bad) for review a few days before 1:1 meetings with their manager/coach using either the “Feedback” option on their call or by tagging their manager in a comment. We create folders in the Call Library for topics like skills and areas of improvement. We then add calls to them and make comments to guide users on key takeaways in those calls. We use Gong filters for alerts about calls that may require coaching. That

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Winnie Nguyen
H
HershCommunity Newbie
asked in COACHING
Sharing Value vs Feature-Dumping

One area of focus for our sales team will be having them speak more more to value than feature dumping. Does anyone have any suggestions on how Gong can be leveraged to notify AE managers when value is discussed on calls proactively? Or said another way, what’s a good way to highlight AEs who spend time talking features vs value?Any help or ideas would be greatly appreciated. 

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Nisha Baxi
Chris Orlob
Chris OrlobGongster
published in COACHING
Use a top-down and bottom-up framework for coaching
Use a top-down and bottom-up framework for coaching

The key to coaching is to promote critical thinking. I use two types of coaching to do this: top-down and bottom-up. Top-down coachingThis involves a manager or a higher up providing feedback to a rep, like listening to a call (or a snippet!) and leaving a coaching comment. It doesn't take a huge amount of time, but it moves the coaching needle forward.Bottom-up coachingThis is a more reflective process for reps. I have my team members provide feedback about one of their calls before I leave my own comments. I then schedule a follow-up call with that team member to review the call in depth, together.  Pro tips: If you're an individual contributor, take charge of your own development by tagging your manager on calls with questions. What did I do well here? Where are my opportunities for improvement? Don't forget to provide your own feedback to those questions as a first step!If you're a manager, when you get tagged on a call, prioritize it and remember that it's a golden opportunity to

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Nisha Baxi
Chip Grossman
Chip GrossmanGongster
posted in COACHING
Surface important calls using hashtags

Feeling time crunched? If you don’t have time to search Gong calls, get your reps to surface them for you! There are two ways to do this using hashtags:  Live note taker: When your rep is on a live web conference call, they can go to the Gong homepage, where they’ll see a Take notes button. They can open it to access a live note pad where they can take notes and drop in hashtags. So, for example, if your rep is on a discovery call, they can add #discovery to the note taker. You can search for that hashtag later on.   Call commenting: When your reps listen to recorded Gong calls after the fact, they can also drop in #discovery. Then when you enter #discovery into the search bar at the top of a Gong page, you’ll see a list of everywhere it was used. If you hear an impressive track, add it to your Call Library so other reps can hear it.  If you want this approach to succeed, decide exactly what you want tagged and choose a simple hashtag for it (e.g., #discovery, #objection, #pricing). Se

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Chip Grossman
Justin Geller
Justin GellerGongster
published in COACHING
Leverage coaching metrics
Leverage coaching metrics

When we talk to sales leaders, it’s clear that they use Gong for deal forecasting, pipeline management, and COACHING.  Coaching is a very high ROI activity, and it’s also what most sales organizations try to be great at. If you can up-level all your people, you're going to be a more successful organization. I do this by leveraging Gong’s Coaching Metrics panel. It’s a page you should get to know and play around in. You can start by going to the Team tab, then to the Coaching Metrics on the left-hand menu. That will give you a view of your frontline managers’ coaching activity. I use this to quickly get a sense of whether managers are fulfilling coaching expectations.  Even if you’re not a sales director, this information can be relevant to you. When you have conversations with people across your GTM teams, talk about how to use Gong so they can get the most out of the platform. And it’s incredibly important to understand the platform if you ever have conversations around coaching! Help

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Justin Geller
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