Looking for advice on creating a scorecard/providing consistent and measurable feedback

Hi,


I'm helping BDR's transition into becoming AE's. We've set up a 3 month period where they are focusing on Discos in M1, Demo's in M2, and closing/managing deal cycles in M3.


As it keeps growing, it would be beneficial for the feedback to be consistent so I'm trying to build out a score card for their progress on running discovery calls. Most scorecards I've found online seems to be activity and metric focused.


Does anyone have any advice on measuring someone's progress on learning how to run discovery calls?


Thanks!

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Notmyrealname
Politicker
2
AE
Take a look at the GROW model. Nice simple coaching framework that doesn't have to be metrics driven. It won't necessarily help with measuring but it will bring consistency and improve feedback.
RedLightning
Politicker
1
Mid-Market AE
TennisandSales
Politicker
1
Head Of Sales
this is a great idea. a few questions for you:
Are they running deals while learning? or are you doing all role playing activities during these 3 months?

I would look at the goals and work backward.
What is the goal of the discovery call? - to identify and agree upon problems they want to solve.
so you need to track against that.

Things like:
- are they able to make the meeting seem like a conversation and not an interrogation
- are they using enough open ended questions?
- Are they able to expand upon a problem they have discovered?
- Did they collect the basic information needed for a demo?
- Were they able to identify what stage of a buying cycle they are in?

there are a bunch more. but things like this would be a good starting point.

I would avoid judging on "did they say umm too many times" and shit like that.

I would take the same framework for the other 2 months.
let me know if this was off base from what you are looking for
RedLightning
Politicker
0
Mid-Market AE
Thanks for the thoughtful response @TennisandSales.

This is exactly what I'm looking for. As of now, when they're starting, they kind of freeze after going through a very "interrogation" style line of questioning. I don't really care about the Umms, etc. The BDR team is very process based and when the scope of the conversation expands, they freeze.

I've made guides to help them make it more conversational and help them understand that they need the prospect to agree that there is a problem and understand why it's worth solving.

They are setting meetings and the mentoring AE is there to shadow and step in as needed. I've found that I'm stepping in almost immediately, so I was thinking having a way to track their progress would be helpful.
TennisandSales
Politicker
0
Head Of Sales
nice. i really like this approach.
Having you on the call to step in is helpful.

At one point let them fail. let them freeze, even it it ruins the call. they will learn a ton from that experience. (of course, you need to be careful you dont want to destroy their confidence haah)
RedLightning
Politicker
0
Mid-Market AE
That's a big struggle for me partially due to the economy and partially out of selfishness. I get to keep the opps in this process. So, I don't want them to fail on a call, but need to let them do so.... I'm working on it.
TennisandSales
Politicker
0
Head Of Sales
yeah for sure. the worst thing you can do, is become the boss that has to come in and close all the deals, save all the calls.

im sure its super hard but there is a TON of solid learnings when that happens.
RedLightning
Politicker
0
Mid-Market AE
we have a manager who is like that who's really good, but his team feels like they aren't growing. I'm not a manager at this stage, more of a mentor. But, I'm looking at this as a coaching experience.
RedLightning
Politicker
1
Mid-Market AE
@TennisandSalesHere's what I've got ATM. It's a 1-5 score and very subjective but I'm looking for:

1)Intro/Agenda - what is their role, confirm time, etc

2) Disco - understanding of current situation
3) disco - understanding of desired end goal of prospect
4) disco - understanding of gaps between those two
5) disco - talking through those gaps with prospect and making sure they see them as well + consequences of action vs inaction
6) disco - high level prescription of how we can help

7) Closing - were appropriate next steps set
8) Closing - do we know stakeholders
9) Closing - how do they buy
10) Closing - where are they in their buying process

Misc - Rapport building
Misc - Conversational Flow
TennisandSales
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0
Head Of Sales
love this. love the Gap Selling approach here. this should work well.
RedLightning
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1
Mid-Market AE
I need to read that book
TennisandSales
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Head Of Sales
yeah its a good read!!
Kosta_Konfucius
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Sales Rep
This is sweet!
RedLightning
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Mid-Market AE
dude, incredible user name @Kosta_Konfucius. Kosta was way ahead of his time. He would be a beast in the modern NBA
Kosta_Konfucius
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Sales Rep
He still hasnโ€™t hung them up yet. Todayโ€™s version of Oscar Robertson
salezkween
Opinionated
1
Enterprise Account Executive
Add customer stories to this list and itโ€™s on point
CuriousFox
WR Officer
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๐ŸฆŠ
@1nbatopshotfanWhere you at boss ๐Ÿ˜Ž
AnchorPoint
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Business Coach
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