Using Data to Drive Effective Coaching. With Duncan Lennox. #413
Joining me once again on this episode of Accelerate! is my guest Duncan Lennox, CEO of Qstream.
[:37] Duncan is Co-Founder and CEO of Qstream, an enterprise SaaS company. Qstream helps companies drive capabilities of their sales force. Accelerate Episode 106 explains more on Qstream.
[1:29] On average, how much time does a sales manager spend, coaching each rep?
[4:28] Managers would benefit from data on the most effective coaching they can give. Why don’t managers coach better?
[7:36] Inertia keeps organizations back. Two curves are crossing: the pain of the problem, and the ability to leverage data. There is a need to act, and data capture is one way.
[12:19] Sales managers don’t have the data to know how to increases sales, and help reps succeed.
[14:18] Qstream started with the goal of changing behaviors for good. From data they gathered, they saw a second use: data-driven coaching. This became The Coaching Hub.
[16:45] The data is gathered from 3-minute tests the reps take. Scenarios are given, and the reps reply how they would act. What sorts of data do the results generate?
[19:19] An average of 94% reps participate the day they receive a scenario. What else can participation reveal about a rep?
[21:10] How does the dashboard inform the sales manager on the individual needs of the sales reps?
[22:03] How did Qstream rule out the sales problem one company had assumed? How did they uncover the actual problem?
[26:43] How does The Coaching Hub integrate with Salesforce? What kinds of triggers are available?
[29:34] Duncan gives an example of Qstream and Salesforce integration to prompt an appropriate coaching response.