This document discusses managing consistent sales processes and accountability as companies scale. It highlights the importance of visibility into sales conversations through call recordings. Case studies show how call recordings can help sales development representatives and account executives improve. The document also stresses that coaching skills are often lacking for sales managers and that regular coaching is needed to combat the forgetting curve, as perceptions between managers and reps can differ. Lastly, it addresses legal issues around call recording and encourages the reader to join efforts to improve sales coaching.

1. Sales Conversations:
Managing Consistency &
Accountability as You Scale
Steve Richard
@srichardv

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@srichardv

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Steve Richard
Founder & CRO, ExecVision
Cell: 202-302-3193
steve@execvision.io
@srichardv

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@srichardv

5. I love seeing sales
teams get better.

6. @srichardv

7. @srichardv
Conversations = Assets

8. @srichardv

9. @srichardv
(Big Pile of Call Recordings)

10. Consistent sales
process is impossible
without visibility.

11. Your Process
@srichardv

12. @srichardv
Their Process

13. @srichardv
Case Study: SDRs

14. @srichardv
Case Study: AEs

15. The Research

16. @srichardv
Sales Manager Skills

17. @srichardv
Coaching Skills Lacking

18. @srichardv
Coaching Accountability

19. @srichardv
Why Coach?

20. @srichardv
Why Coach?

21. @srichardv
Forgetting Curve

22. @srichardv
How Often?

23. @srichardv
Gap in Perception

24. @srichardv
Manager Challenges

25. Do you know what
good looks like?

26. @srichardv

27. @srichardv
Call Recording & Wiretapping Laws

28. Can you remember
your first sales call?

29. @srichardv
Join the Movement