Hi Everybody,
Has anyone used Gong to assist with rolling out a sales methodology? If so, what did you use Gong for and were there any challenges?
Thanks!
Solved
Using Gong to introduce a Sales Methodology
Best answer by Devon Kirschmann
Exactly what Courtney & Adriana said! When rolling out a sales methodology, we usually recommend a multi-step, phased approach.
Phase 1
- Set up Trackers to flag the key talk tracks (i.e. for Sandler - set up a Tracker for what an “up front contract” sounds like or questions you expect hear during “pain funneling”)
- Have frontline managers or enablement set up Alerts for when these are used on calls. From there flag the good examples, share with your team, and add to the Library. Starting with the positive reinforcement will build up the reps, which is important when launching any new initiative.
- You can also leverage Scorecards to “certify” reps when new methodology is used.
Bonus idea: turn it into a spiff! Choose top scoring calls and draw a winner/multiple winners to make it fun!
Phase 2
- Set up Alerts for when reps are NOT using the recommended language/trackers. This will surface ongoing coaching opportunities to managers/enablement.
Phase 3
- Use the Stats to validate overall adoption by comparing the team’s adoption as a whole.
Hope that helps!
Danny (DMc) McCarthy, Atlassian
100% - especially using scorecards and trackers to make sure the behaviours are being changed and adopted.
Dir. Enablement - LevelJump
We use MEDDICC which involves using a common vernacular. I’ve created very specific trackers inside of Gong surrounding each acronym to track adoption, the acronym least covered, etc.
+2Exactly what Courtney & Adriana said! When rolling out a sales methodology, we usually recommend a multi-step, phased approach.
Phase 1
- Set up Trackers to flag the key talk tracks (i.e. for Sandler - set up a Tracker for what an “up front contract” sounds like or questions you expect hear during “pain funneling”)
- Have frontline managers or enablement set up Alerts for when these are used on calls. From there flag the good examples, share with your team, and add to the Library. Starting with the positive reinforcement will build up the reps, which is important when launching any new initiative.
- You can also leverage Scorecards to “certify” reps when new methodology is used.
Bonus idea: turn it into a spiff! Choose top scoring calls and draw a winner/multiple winners to make it fun!
Phase 2
- Set up Alerts for when reps are NOT using the recommended language/trackers. This will surface ongoing coaching opportunities to managers/enablement.
Phase 3
- Use the Stats to validate overall adoption by comparing the team’s adoption as a whole.
Hope that helps!
Devon
At my last company we rolled out Force Management training for our global sales team. Our CEO was VERY keen to understand how well and how often the team were putting into practice the talk tracks and methodologies
Frankly, at first, we asked reps to manually log in CRM (through checkboxes and free text fields) whether they had talked about a certain theme. This quickly became unwieldy, inaccurate and was creating a frustration for the reps. We soon realized we could set up Trackers in Gong to automatically monitor usage of talk tracks, identify gaps across the team (by rep) which helped managers lean in and reinforce. We could also start to see how the training was being used in Deal Cycles through Deal Boards.
Nathan (Enterprise Gongster)
Courtney Tucci wrote:
We use MEDDICC which involves using a common vernacular. I’ve created very specific trackers inside of Gong surrounding each acronym to track adoption, the acronym least covered, etc.
Hi Courtney,
We are in the process of rolling out MEDDPICC and are new to Gong. Would you be willing to share which trackers you’ve set up, what you’ve learned (based on feedback), etc.? Happy to share our learnings as we roll them out in the New Year, too!
Best,
Brandon
The Challenger Sales Methodology - training and resources provided by Challenger, Inc. - has Challenger Skills and Buyer Verifier Smart Tracker’s playbook for mutual clients of Gong and Challenger, Inc.
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