Generating predictable pipeline revenue is one of the most important goals of a Sales or CS leader.
To achieve this, you must increase the efficiency of your team's calls by not only guide and monitor how they handle different types of calls, but also how customer objections are handled.
So, we've decided to add Objection Handling monitoring to our coaching features, available through the AI Coaching Hub.
Currently, there are 4 available objection handling templates you can use: Discovery, Demo, Negotiation, Pricing and Legal.
Each, will evaluate your selected meetings against a predefined success criteria, and provide you with a frequency metric (Topic mention rate) and a handling success metric (Effective handling rate):
Topic mention rate: how often the topic (objection) comes up in the conversation.
Handling success rate: how well was the topic (objection) handled, taking into account the provided success criteria for the topic.
How to edit an existing Objection Handling report?
You can easily add a new Objection to an existing report. Simply go to your report and you'll find an input field at the bottom.
You can also edit or remove an existing objection. Just click the three-dots on the right side of each objection.
Found a great example of how an objection is handled and you'd like it to be part of your team's onboarding? Create a Clip and add it to a Reel!