Sales Coaching — Accelerate Time to Productivity


Your company is growing, and you are ramping up your sales team.  Your challenge is to bring new sales reps up to speed fast. Formal training is a start, but it is too expensive and time consuming to cover more than basic information on products, services and sales playbooks.  To gain insight on customer perceptions, pain paints and reactions to product offerings, the rep must either learn by trial and error or rely on an assigned mentor.  Mentorship is also limited, since the mentor would rather be selling than teaching.  Each mentor has a limited view, so the new rep misses out on the wealth of knowledge embedded in the field.  Sales collateral is hard to find, and new reps can spend inordinate amounts of time exploring the sales portal before they can use it productively.

Shadowing can bring new reps online fast.  There’s no substitute for live engagements, but you need to be careful with your customer relationships.  Shadowing can let new reps follow customer dialogs first hand.  By letting them follow, but not engage directly, you can ramp the neophytes up while keeping your experienced reps in control.

Backflipt is a relationship-centered messaging app for sales teams.  Use Backflipt to flip customer email conversations into private discussions.  This lets new sales reps shadow experienced reps who are selling the same portfolio into similar customers.  The new reps can use the private discussion to ask questions and discuss the subtleties of the deal.  Because this process is frictionless, the new rep can gain a broad and deep perspective from multiple experienced reps who are selling across geographies and industries.

Backflipt goes beyond messaging by intelligently recommending colleagues who have information about the portfolio or relationships with customers.  It also recommends sales collateral that is relevant to customer conversations.  As the new reps conduct internal conversations with product teams, Backflipt expands their education by recommending related material.  As they begin engaging customers, Backflipt recommends content to support the customer dialog.  For example, a discussion of customer pain points yields recommended product data sheets, solution briefs and white papers.

Using Backflipt enables sales leaders to accelerate time-to-productivity for new sales reps by letting the new reps benefit from coaching and advice from sales ops, product management and their experienced, successful peers in the field.