Hi, I'm Angela. I am the Global Sales Dev Leader here at Outreach, and I'm excited to show you how I start to look at my team, how they're doing, figure out what they're doing well, and figure out where they need help. So the first thing I do when I come in each day is I really start with the daily activity report. The reason the daily activity report is so important to me is because when I think about the four things that I'm looking for for my team always in regards to our pipeline pacing numbers is, are they doing the right activities? Are they talking to the right people? Are they saying the right things via email, and are they saying the right things on the phone? So I'm going to walk you through how I start with that, and that really is, are they doing the right activities? So here in the daily activity report, I can filter down, see how they did yesterday, come over here, filter for my team, and here we go. I know exactly how many prospects they were added to the team, were added by each member of the team, how many outbound calls that person made, and how many overdue tasks they have. So this is always a good indication to me that they're keeping pace with where we need to be. If any of these start to look awry, I could start to dig in and go, what's going on here? Where are they running into obstacles and help kind of course correct if necessary? The second thing I'm looking for is, are they talking to the right people? And when they are, are they saying the right things? So what I usually do is I come over here, I look for the last 30 days most of the time, I want to make sure I'm filtering for my team, it's already up. So this is really where I start to look at email sentiment. Garinger, pulling up my team. So one of the things I want to look at is the positive and negative sentiment here. I really like to dig into objections because that gives me an indication of where we can be doing better. So with this particular, this followup sequence, that's where I'm seeing a huge amount of objections. So I can dig in here and look at why are they objecting? And then this helps me decide how I need to coach my team, how I need to enable them, where they're getting hung up in the sales process. The other thing I can really look at is I can start to look at who they're talking to. So you'll see here these personas right now are operations or others. That gives me a good indication that they're prospecting strategies a little bit off. I need them to get tighter with who they're talking to. That's why a lot of times we'll run into objections is that they're just talking to the wrong person. So the other thing I want to see is when they do get somebody on the phone, right? The right person, the right messaging, are they saying the right thing when they're talking to them on the phone? So I like to come over here to the call performance report. This gives me a good indication of how they're performing on the phone. So I'll filter for myself again. This is my global team at a quick glance. And this is where I start to come down and look at each individual rep, okay? So I can see Marcus made this many calls. This is great. Let's have a, let's go over into call dispositions because that's where we really get to see what the good stuff is, where we can help, right? So here we're looking at Marcus's. He's made this many calls. I start to scooch over, and it looks like he's doing well, right? The thing that I see here for Marcus in particular is that he has 5% of gatekeeper calls. That's a huge amount. That makes me start to say, who is he calling? What kind of prospect and strategy? Why does he keep actually calling gatekeepers? So that's something I can coach him on. The other thing that sticks out to me that I always look for here is this call back. There's a tremendous amount throughout the whole team that that's the highest percentage. So that makes me think they're not driving urgency enough. They're not able to like really convert that call. They've got somebody on the line, but instead of getting the meeting booked, they're getting a call back request, okay? So first thing I'm gonna do today during my morning huddle is go, hey, what's going on? What are you hearing on the phones? Why can't we push through? And then that way we'll start to see that number come down. Okay, final thing I really look at is KAIA. This is where I really like to look at good stuff. So I like to go over to Team Trends, and this is where we can get really, really specific about what to do once you've got them on the phone. So I'm gonna pull up one of my managers here. So here, what we like to do is that we like to ensure that the reps are not talking more than 60% of the time. So you'll see this here. Everybody on this team is speaking under that 60% threshold. So that's really great. They've been coached really well. Kudos to that manager. The other thing I like to look at is how many questions are they asking on average? Two questions, that's good. They can get two questions before that calls over. I know that they can make an impact with that person. And then I also always like to look at their monologue link. Here, 14 seconds, that still feels pretty high for me. So I love that they're not talking more than 60% of the time, but 15 seconds where they're just going on and on, I should know, because that's what I'm doing right now, we gotta get that down. So yeah, so those are the things that I look at every day, and it really helps me get really tight on how I need to be coaching and developing the skills of my reps.
