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Success pillars for how Account Executive and Business Consultant performance is measured.
Success pillars for how Account Executive and Business Consultant performance is measured.
As a data-driven technology company, a metrics driven scoring system is used consistently across the sales team to measure individual Account Executive and Business Consultant sales performance.
A scoring system is also used to ensure all Quality Assurance Call Monitoring Reviews are measured consistently.
B2C and B2B Performance Scorecard
Account Executive and Business Consultant performance is measured by the following metrics:
Total Sales [Expectation: Meet Quota]
Total Revenue [Expectation: Meet Quota]
First Call Close Rate [Expectation: 10%]
Follow Up Close Rate [Expectation: 25%]
Outbounds [Expectation: 250 day]
Quality Assurance Sales Call Monitoring Reviews
As part of our Quality Assurance Call Monitoring Procedure and Policy, AdvisoryCloud records all calls for training, coaching and creating best practices for business purposes.
Calls are randomly selected for review for training and quality assurance purposes. Call reviews include listening to call recordings to help address customer disputes and to ascertain promises made to potential customers during sales, support, or onboarding calls. Call monitoring reviews are structured to provide support and guidance. In each review, in addition to a score for the categories below, you will also receive a summary of what went well and what needs improvement.
Account Executives will receive an email titled: Call Monitoring Review when a call has been reviewed, including the following details and score based on the scorecard categories (below).
Date of Call: 6/23/2021
Salesforce Lead Status of Call Audited: Weekly Drip
Sales Call Monitoring Review Scorecard Categories:
Soft skills - confident demeanor, professionalism, voice inflection.
Script Adherence - value proposition conveyed.
Call Control - staying on topic, returning to script if/when interrupted.
FAQ responses on script.
Heard buying signs and went for the close.
Service represented accurately - no implied promises of paid work.
Schedule the Follow Up Call when secondary closes did not close the sale.
Concluded call in 20 minutes or less.
Call Monitoring Review Scorecard Point System:
0 - Not Mentioned
1 - Unsatisfactory
2 - Average
3 - Above Average
4 - Outstanding
Perfect Score: 32
*Score of 24 or less could result in Coaching and Counseling Review.
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