Why this presentation? - Everyone has gone remote, and managers have lost two of their most powerful tools (eyes and ears) - “Can I get the same level of visibility using CRM data?” - “What would that management process look like?”

2. Why this Presentation?
● Everyone has gone remote, and managers have lost two of
their most powerful tools (eyes and ears)
● “Can I get the same level of visibility using CRM data?”
● “What would that management process look like?”

3. You Need A Way To... You Do This By... Our Products
Drive Sales Adoption
(Eliminate Excuses)
make the product ‘just work’, on any device, any network, with positive
benefits to the end user
Truly Phone
System/Dialer
Improve Sales Activity
Tracking
minimize dependence on sales rep inputs and maximize confidence in
sales data across the organization Truly Salesforce Sync
Expand Sales Visibility ensure everyone across the revenue org can access relevant sales data
with minimal effort.
Truly Unified Analytics
(Enrichment)
Increase Sales Agility enable revenue organizations to use sales data to quickly react to
market shifts, competitive threats, and customer needs.
Truly Unified Analytics
(Reporting Dashboards)
Improve Revenue
Outcomes
reduce rep attrition, reduce rep ramp time, increase quota
attainment, increase revenue per rep.
Truly Activity Intelligence
Platform
Four Steps Of The Data Driven Transformation

4. There are four categories of data we get
when working in person, and we need
ALL of them to get the full picture

5. ● Activity: what is the rep doing?
● Behavior: how are they doing it?
● Efficiency: where are they getting stuck?
● Time Allocation: what part of the funnel are they working?

6. For Example...

7. Here’s how you’d use these reporting
dimensions to diagnose and solve rep
performance issues...

8. If quota attainment <= average
We need to understand what levers we can pull to change that
Is the rep putting
in the effort?
Q: how do activity
levels compare
across reps, and
compared to
industry
benchmarks?
Is the rep following
best practices?
Q: are reps doing
the expected
cadences?
Q: How quickly do
they respond to
customers?
Q: What language
are they using?
Can the rep be
coached to higher
efficiency?
Q: are reps doing
the expected
cadences?
Q: How quickly do
they respond to
customers?
Q: What language
are they using?
Is the rep spending
time on the right
things?
Q: is the rep
focusing on deals
that are unlikely to
close?
Q: is the rep
prospecting?
Look at Behavior
Reports
If quota attainment >
average
We need to figure out how we keep it
that way
I there excess
capacity for more
activity?
Q: can we motivate
this rep to perform
even better?
Are the rep’s
inputs consistent?
Q: how long can we
maintain this level
of performance
Where do I start my analysis?
Look at Activity
Reports
Look at Efficiency
Reports
Look at Funnel
Reports
Look at Activity
Reports
Look at Efficiency
Reports

9. If activity<= average
We need to figure out if the performance gap can be filled through
activity alone, based on the current efficiency level
Is rep focusing on
tasks that should
be outsourced?
Q: can contact
mining/enrichment
go to marketing?
Q: can tasks be
automated
somehow?
Is the rep’s
behavior reflect
high performance?
Q: are activity levels
steady or volatile?
Q: Are tasks being
executed using best
practices?
Is the rep aware of
expectations and
what’s achievable?
Q: do they
understand the
activity levels
required to be
successful?
Is the rep
incentivized
correctly?
Q: is the rep hitting
quota and choosing
not to exercise their
excess capacity
because of a
commission cap?
Look at Behavior
Reports
If activity > average
We need to figure out if they are
working in a sustainable manner
Is the rep working
in a sustainable
manner?
Q: if the rep is
working 80
hrs/week, are they
about to burn out?
Is the rep
overcompensating
for poor efficiency?
Q: if we can’t
increase activity,
can we get more
output for the same
level of input?
Rep Activity Diagnosis
Look at Efficiency
Reports
Look at Behavior
Reports

10. If conversion ratios <= average
We need to figure out why that’s the case, if it’s fixable, and if an
increase in activity alone could bridge the quota attainment gap
Where in the
funnel is the rep
having trouble?
Q: What do
conversion ratios
look like across all
account/oppt
stages?
Is efficiency
trending in the
right direction?
Q: How are
conversion ratios
changing over time?
Can the rep be
coached to higher
efficiency?
Q: is the efficiency
gap closable?
Q: is the efficiency
gap worth closing?
Is the rep spending
time on the right
things?
Q: is the rep
focusing on deals
that are unlikely to
close?
Q: is the rep
prospecting?
Look at Activity
and Behavior
Reports
If conversion ratios > avg
We need to figure out if we can
replicate the right behaviors and
activities among other reps
What is the rep
doing differently?
Q: what are the
activities that drive
more conversions at
each stage?
Can we get the rep
to do even more of
it?
Q: how close is the
rep to capacity?
Can we motivate
them to do even
more activity?
Rep Efficiency Reporting
Look at Activity
and Behavior
Reports
Look at Activity
Reports
Look at Activity
Reports

11. If the behavior deviates from the norm
We need to figure out if this is a good or bad thing. If it’s good, we
want to replicate with others. If it’s bad, we want to change it.
Is the rep working
at the same times
as others?
Q: How does
activity vary by hour
of day and day of
week
Is the rep
complying with our
process?
Q: Are they using
the tool we give
them, and using
them as prescribed?
Q: are they
complying with our
process?
Is the rep able to
achieve “flow” in
their execution?
Q: is the rep
executing activities
in a focused way, on
the right parts of
the funnel?
Q: are they working
in “call blocks” or
“start-stop”?
Is the rep using
the right language
and mannerisms?
Q: are they
following the script
and presenting
themselves the right
way?
If the behavior is normal
Our time is better spent on raising
effort and efficiency.
Rep Behavior Diagnosis
Look at Efficiency
Reports
Look at Activity and Efficiency Reports

12. If deal velocity <= average
We need to understand if the rep is allocating time correctly across
the funnel and how that changes over time
Does the rep have
good pipeline
coverage?
Q: do we have
enough at the top
of the funnel?
Q: are we doing
everything we can
to fix it?
Are deals
progressing or
stuck?
Q: Where are deals
getting stuck?
Q: Where are reps
spending most of
their time, and what
is the ROI on that
time?
Is the rep touching
good opportunities
consistently?
Q: are we spending
too much time
chasing bad oppts
instead of creating
new ones and/or
closing good ones?
Is the rep following
the execution plan
agreed to in
meetings?
Q: what touches are
they executing?
If deal velocity > average
We need to focus on increasing
throughput
Time Allocation Diagnosis
Look at Efficiency
Reports
Look at Activity Reports
Look at Efficiency
Reports
Look at Activity
Reports

13. If reps have inconsistent pipeline outcomes
We need to figure out where their deals are getting stuck and if
they’re spending time on the right part of the funnel
Does the rep have
good pipeline
coverage?
Q: do we have
enough at the top
of the funnel?
Q: are we doing
everything we can
to fix it?
Are deals
progressing or
stuck?
Q: what is the deal
velocity for each
rep?
Q: how many
touches and how
much time does it
take to progress?
Is the rep touching
good opportunities
consistently?
Q: are we spending
too much time on
the wrong
opportunities?
Is the rep following
the execution
plan?
Q: what touches are
they executing?
Look at Activity
and Behavior
Reports
If reps have consistent
throughput
We need to figure out how we can
increase throughput or efficiency
What is the rep
doing differently?
Q: what are the
activities that drive
more conversions at
each stage?
Can we get the rep
to do even more of
it?
Q: how close is the
rep to capacity?
Can we motivate
them to do even
more activity?
Time Allocation Reports
Look at Activity
and Behavior
Reports
Look at Activity
Reports

14. How Do You Get These Reports?

15. https://hello.truly.co/know-what-your-reps-are-doing-all-day
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