Rivalry, at the Atlanta Tech Village, is one of the fastest growing companies in the building (disclosure: I’m an investor). After creating a sales rep leaderboard platform to promote internal competition for teams, they found a bigger opportunity with sales coaching and accountability software. The big idea: the one-on-one once a week between a sales manager and sales rep often isn’t process driven and lacks appropriate follow-up. With sales coaching software, sales reps shorten their sales cycle, increase the average deal size, and sell more.
Here’s how it works:
- Every sales manager and sales rep has a user in the system (can be single sign-on via the CRM)
- A specific template of weekly questions for each role is created (or taken from standard best practices)
- Metrics are automatically pulled from the CRM (important to see where the rep stands during coaching sessions)
- Sales managers and sales reps use the software each week during their one-on-one to answer questions and create follow-up tasks right within the system
- Reports show progress and insights (e.g. which sales reps are making the most progress and which managers are most effective at coaching)
Rivalry ensures one-on-ones happen, are productive, and are documented. Check out Rivalry as a great way to improve sales coaching and accountability.
What else? What are some more thoughts on Rivalry and sales coaching software?
David Cummings on Startups 