Remote Observation: Competency Knowledge Effectiveness & Tone

ROCKET™

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Sales skills . . . without the classroom

84%

AV. SALESPERSON ADOPTION

48%

AV. LIFT IN SALES COMPETENCY

29%

AV. ANNUAL SALES GROWTH

60:1

AV. RETURN ON INVESTMENT

The right skills.

In the world's largest study of b2b selling skills and the neuroscience of adult learning, we analysed a million minutes of customer-facing sales calls.

 

Unique in scope, this revealed which skills really drive revenue, and the best way for adults to learn, retain and master them.

 

SalesLabs lifts sales knowledge and skills reflex using a coaching approach that can recode your team's SalesDNA™.

 

Remember when sales training used a master-apprentice approach of Know-See-Do-Improve? Salespeople were observed in action selling to real customers. Skills were assessed. Coaching was tailored to individual needs. People improved. Revenue grew.

 

Today it may be more common for training & software firms to offer solutions that give more emphasis to Know-See (seminars & knowledge tests) than on Do-Improve (sharpening the skills reflex).

 

Our ROCKET™ Sales Coaching solution rolls back the clock to re-enthrone some time-tested

values. It's based on salespeople spending more time in front of real customers instead of

being sent to a classroom. It assesses each salesperson's current ability

before deciding what training they need. Development is given

to an audience of one, at their pace, using a personal coach.

 

We recommend your sales managers run remote observations

on their salespeople, score the skills, then give appropriate

coaching to each seller. Doing so for three hours per

month is proven to improve quota attainment.

 

Or you can outsource sales coaching to our experienced

international team of professionals.

The right delivery.

Big on theory. Sage on a stage. Easily forgotten. Burns sales days. Low ROI.
Classroom training
Multiple-choice format can yield false positives. Tests memory, not skill. Reps can know what to do, yet still not do it.
Quiz texts
Lack of time. Inconsistent. Manager takes over. Debrief on revenue, not on skills.
Manager ride-alongs
Allow practice in a controlled space, yet don't reflect performance with real customers.
Video roleplays
Our coaching helps you avoid common training traps.
Detailed roadmap. Impressive to HR. Ignored by Sales. Too much to coach.
Competency pathways
ROCKET™ Sales Coaching.
Remote Observation of Competency, Knowledge, Effectiveness and Tone (ROCKET™) The best way to test a salesperson's real ability is to hear them selling to real customers. We provide the means to remotely observe your salespeople in action. Sales conversations are recorded, encrypted and uploaded to our server or yours. Coaches log-in to score the salesperson's skills. Their scorecards are completed by 'click-and-speak': no typing required. All coaching comments are time-stamped against the original sales call, so feedback is objective and evidence-based. The coach selects 3 skills as a priority for coaching and saves the scorecard. When the salesperson logs-in, they can see their scorecard, listen to the coach's comments, and watch videos as a refresher on the 3 skills they will be coached on. The sales coach & salesperson have a phone call to role-play and practice those 3 skills. This sharpens knowledge & skills. An executive portal provides heat maps of your entire sales team's skill levels and training needs. You can see who your best salespeople really are. Coach performance is also tracked and reported. More than a million minutes of sales call analysis and coaching have been completed on our ROCKET™ platform. It's designed for ease of use and adoption to quickly lift sales effectiveness.

Award-winning design.

 ROCKET SCIENCE
 RECORDING LAWS
 MiFID II COMPLIANCE
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NO CLASSROOM DOWNTIME

No need for salespeople to leave their territory. ROCKET keeps people in front of customers, instead of locking them in a classroom.

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TAILORED VIDEOS

ROCKET comes with a sales training video library. New videos can be produced on selling your products, starring your top performers.

 SEE A TYPICAL LAUNCH PLAN
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FULLY CUSTOMISABLE

Tailor scorecards for each unique sales role in your company, or for each different stage of the sales cycle.

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AN AUDIENCE OF ONE

ROCKET targets the individual, not the group. People develop at their own pace, instead of waiting for the slowest person in the room.

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MANAGERS AS COACHES

ROCKET advocates sales managers be trained up as sales coaches, for long-term sustainability of a positive coaching culture.

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EXECUTIVE INSIGHTS

ROCKET collects clear data on the real strengths of your salesforce. View heat maps and historical trends at a global, national or team level.

What people are saying.

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