How to See Realtime Progress: Syrenn Dashboards

How Do You Tell If a Training Worked?

Let’s say your company splurges on a weeks-long sales training bootcamp. You spent 40 hours per rep listening to motivational presentations, completing workbooks, roleplaying through tough objections. So many great new ideas start to flow between you and the team, many of them sourced from later conversations with them at the local watering hole, and you’re excited to get back to the office and start implementing these new skills.

While everyone feels great after the ice breakers, team-bonding, and happy hours, how do you know if the training will actually carry over into next week’s sales outreach? You might point to the high workbook completion rates and positive general feedback from each session. While these indicators are important, they don’t predict actual sales performance. So what does?

Lagging Indicators — SQL’s, Contracts Sent, Deals Closed

Well, currently, the most common indicator(s) of sales performance that sales managers focus on are…the actual performance metrics.

Here’s some great indicators of sales success:

• Sales Qualified Leads (SQL) - prospect booked a follow-up meeting
• Contracts Sent - a proposal for goods/services in exchange for dollars is sent to be signed
• Deals Closed - the ultimate indicator of sales success

By focusing on these indicators, a sales manager can correlate changes in them to how well (or poorly) a training intervention worked. The problem with waiting for these indicators to improve or decline is that meaningful changes in them might take months or even years.

Here’s the question you should be asking yourself: Can You Afford To Wait That Long?

Leading Indicators — Syrenn Analytics

Most sales managers that we’ve asked have emphatically responded, “no”.

So, we gave them a reason to say, “hell yeah”, with our dashboard functionality.

While Syrenn can’t reduce the time on the lagging indicators mentioned earlier, it can give instant feedback on indicators that are highly correlated to SQL’s, contracts sent, and deals closed.

Some highly correlated indicators include:

• Objection handling
• Active Listening
• Follow-Up Scheduled

With Syrenn's analytics, the seller and their sales leaders can review the performance of each call. Additionally, those metrics roll up into dashboards that can pinpoint individual strengths and weaknesses as well as group trends in performance.

Syrenn takes the guesswork out of sales training, so sellers and leadership can focus on what really matters—closing more deals!