Steve Richard

So after they're done with the call, after they log their call, they say, coach me.

So now all of a sudden what we went, what we did is we went back and put that into our, our sales force and watch what our people did in our services business.

We've got 35 people on the phone in a separate services business that funds this technology.

And what we observed was fascinating.

Every month, the percentage of calls where the reps asked for coaching and feedback went up.

It was almost magical.

And I've got the data to prove it.

And we see the same exact thing happen in other organizations.

So it's a question of how do you make it be the right flow so that, A, it's easy for managers to do something with.

They can action it.

That's exactly right.

All the calls are transcribed.

All the calls are keyword searchable.

All the calls are indexed based on data from CRM like Salesforce and other CRMs as well.

So that rather than going in and saying, hmm, what should I listen to?

And there's this big pile.

Instead, you can go, all right, I only want to hear late stage opportunities where the salesperson use the word value.

I want to hear what that part of the conversation is.

You find out what the best people are doing differently and you clone them.

You finally have a way to clone.