The role of Sales Readiness Scorecard in Coachable context

Publish Date: 18th March 2021
Publish By: Sagar Pradhan, Growth Marketer

Sales Readiness Scorecard

Before we begin this blog article on Sales readiness scorecards. A quick brief about us – Awarathon. Awarathon is a competitor to Mindtickle and Brainshark. It is a complete sales readiness platform that comes with top-class and relevant feature offerings. To solve modern-day business problems when it comes to sales.

Sales-oriented organizations were sales operations, contributing the majority of the work. The challenge faced by sales managers is not about data but how to manage the data. But how to make the most in terms of regulating it as an integral part of your sales process. As there is no backup team. To manage the data, evaluate it, and provide the sales team with an insight to perform better. It is a vital problem that the organization must address to improve sales and achieve its quotas ultimately. 

Therefore, for Awarathon’s customers, the solution is Sales Readiness Scorecard.    

It inserts data from sales coaching courses into a ‘coachable’ context. As it allows sales-readiness leaders to collaborate with the sales team to enhance sales performance. These scorecards are enriching with data from CRM to make the ‘coachable’ context stronger. 

So, what exactly is ‘coachable ‘context & what’s its importance? 

The ultimate objective of sales training is to help your sales reps in achieving their quotas, streamline the sales process. Also, be self-motivated, negotiate well, understand the industry and product offering, and make fundamental decisions. When it comes to scorecards, the core context refers to the sales representatives only.  

These sales readiness scorecards take extensive data about coaching, learning to incorporate it into the sales reps. It makes it feasible for the sales enablement team and sales managers. To focus on what matters the most, allowing the sales reps to focus on parameters that can drive success. 

Sales readiness scorecard automate the data completely, doing the necessary and possible calculations. To generate context which matters to the sales reps. 

Organizations can manage the following with the help of a sales readiness scorecard.   

– Organization of data

– Onboarding cohort 

– Comparison of data 

With CRM adds-on for the sales readiness scorecard, you can automatically connect performance metrics with your readiness data. It is a lot more straightforward and time-saving than ever before. Thanks to the sales readiness platform. It is because the features of scorecards are incorporate into the sales readiness platform. To enable your sales team to meet its quotas and improve the sales process effectively. It also includes efficiency metrics, including pipeline created, opportunities generated, closing rates, sales cycle, the average price of selling, and many more relevant parameters for your team’s understanding. 

The next thing you might ask now is what makes the data ‘coachable’? 

Scorecards insert data into coachable context. It is because scorecards help sales representatives with three primary objectives. 

1. Identify the problems of sales departments.  
2. Motivate to improve sales performance. 
3. Hold accountable for weekly performance. 

Identify the problems of sales departments.  

Scorecards enable the sales readiness team to diagnose problems such as – reps not completing coaching, struggling to master product understanding to gain knowledge. This insightful information is then shared with the sales managers to know where their team lacks and assist them with their specific problems. 

With the CRM, performance data is inserted into the readiness data. It improves the diagnostic power of the sales readiness scorecard so that you can help your sales reps achieve results. 

For example, if a sales rep cannot say the pitch properly, you can help him with the sales communication part. If a sales rep struggles with closing a deal for a winning opportunity, you can help him negotiate skills that belong to the later stage of the consumer journey. As mentioned earlier, Awarathon is one of the competitors to Mindtickle and Brainshark. 

2. Motivate to improve sales performance. 

Scorecards are the easiest ways to show your sales reps their performance and motivate them in areas where they are performing better. Because of each sales rep’s scorecard, they are now encouraged to practice and serve better to improve their sales and achieve their quotas.  

Their perspective towards sales training will change, instead of just seeing it as a daily chore or a compulsion to perform the task. They will now see it as the key to success. With CRM add-on with sales readiness scorecard, their sales performance will be calculated automatically, helping the sales managers to save time and evaluate accurately. 

3. Hold accountable for weekly performance. 

Sales readiness scorecard provides the record score promptly weekly, fortnightly, which you can share with your reps as a sales manager. Your sales reps now know that as you are tracking their performance and coaching completion metrics. They will now start taking work a bit more seriously, ensuring that the deadlines are currently met, unlike before when tracking was not in place. Proper follow-ups can ensure completion enabling the sales team to achieve scalable outcomes. 

CRM with sales readiness scorecards helps sales-readiness teams know the team’s accountability for continuous improvement. Comparisons to understand what’s better and where modification is required.

Summing it up

When the sales reps and managers have the required things to identify problems, motivate sales staff, and maintain accountability, it is known as a ‘coachable’ context.  

Sales readiness scorecards automatically incorporate all the readiness data into your sales team’s context & can be enhanced by adding performance data if you are a customer of any CRM software. 

Explore more about sales-readiness scorecards by requesting a free demo with us and get to know more about our feature offerings and know more about us. Fill in the form; our representative executive will get in touch with you shortly. We are one of the best competitors to Mindtickle and Brainshark.