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    The Sales Development Podcast

    Revolutionizing Sales Development: Leveraging Sales Technology for Success

    Tue Jun 13 2023
    Sales DevelopmentOnboardingTrainingAsynchronous CommunicationVirtual Sales FloorsCoachingCollaborationBenefits of AllegoChallenges of Remote WorkAllego's Solutions

    Description

    The episode covers the journey into sales development, onboarding and training with Allego, asynchronous communication and virtual sales floors, coaching and collaboration with Allego, benefits of using Allego, and challenges of remote work and Allego's solutions.

    Insights

    Allego provides a comprehensive solution for onboarding and training new hires.

    Allego offers videos, online tests, call recordings, coaching opportunities, and a simulator tool for practice.

    Asynchronous communication in Elego allows for delayed responses like email.

    Virtual sales floors in Elego recreate the synchronous communication of a physical office.

    Allego enables continuous feedback loop, coaching activities, and collaboration among sales teams.

    Managers can review recorded role plays, provide feedback, and have a holistic view of coaching activities. Collaboration is encouraged through sharing successful calls and learning from others' experiences.

    Using Allego offers several benefits compared to using multiple point solutions.

    Allego provides a comprehensive solution, integrates with various platforms, and avoids low adoption and higher costs associated with multiple point solutions.

    Remote work poses challenges for coaching and continuous guidance.

    Allego allows managers to delegate coaching and knowledge sharing to the team, overcoming the difficulties of remote work.

    Chapters

    1. Introduction to Sales Development
    2. Onboarding and Training with Allego
    3. Asynchronous Communication and Virtual Sales Floors
    4. Coaching and Collaboration with Allego
    5. Benefits of Using Allego
    6. Challenges of Remote Work and Allego's Solutions
    Summary
    Transcript

    Introduction to Sales Development

    00:00 - 07:08

    • Sales Development Podcast is a resource for pipeline and revenue production in the tech sales world.
    • David Ash, head of Sales Development at Allego, shares his journey into sales development.
    • He found a passion for developing young salespeople and transitioned to being a frontline sales development leader.
    • Sales development offers instant gratification and fast-paced work compared to managing a sales team.

    Onboarding and Training with Allego

    00:00 - 07:08

    • Allego uses its product to onboard and train new hires, providing videos, online tests, call recordings, and coaching opportunities.
    • The simulator tool helps SDRs practice without relying on peers or managers for role plays.
    • During onboarding, new hires go through different tracks to understand the company's offerings, industry knowledge, tools usage, and best practices.
    • Allego encourages best practice sharing through video recordings where questions can be asked asynchronously.

    Asynchronous Communication and Virtual Sales Floors

    06:57 - 13:21

    • Asynchronous communication allows for delayed responses, like email.
    • Virtual sales floors can recreate the synchronous communication of a physical office.
    • Elego enables asynchronous sharing of information and conversations.
    • The Elego system ensures the freshest and most relevant content for sales reps.
    • Digital playbooks in Elego replace outdated paper-based ones.
    • SDRs use Elego to continue learning, ask for help, and share successful calls.

    Coaching and Collaboration with Allego

    12:52 - 19:15

    • They use Allego for continuous feedback loop, sharing successful calls, and learning from each other.
    • Allego integrates with various platforms like sales engagement platforms and CRMs.
    • The platform records phone calls made through other tools like Twilio and makes them easily accessible in Allego.
    • Managers use Allego to have a holistic view of coaching activities and provide feedback to their team members.
    • Allego helps managers become better coaches by allowing them to review recorded role plays and provide notes for improvement.
    • One-on-one meetings between managers and SDRs can be recorded in Allego for coaching purposes.
    • Collaboration is a key feature of Allego, enabling users to learn from others' experiences.
    • As a senior leader, there is no one above monitoring the interactions with the team. However, higher-level executives can listen to calls if they choose to do so.

    Benefits of Using Allego

    18:56 - 25:39

    • SDRs and AEs have valuable knowledge from their conversations with potential clients
    • Competition is beneficial as it drives innovation and prevents complacency
    • A Lego offers a comprehensive solution compared to point solutions offered by competitors
    • Integration with existing platforms is not difficult or time-consuming
    • Using multiple point solutions leads to low adoption and higher costs
    • Multiple stakeholders, including sales leaders, enablement teams, and marketers, are involved in implementing a Lego
    • A Lego is seen as a game changer in the industry
    • Continuous evolution of enablement is crucial for motivation and retention of sales teams

    Challenges of Remote Work and Allego's Solutions

    25:18 - 28:24

    • Salespeople on Reddit express frustration with lack of coaching and ineffective one-on-ones.
    • Remote work makes it difficult for managers to monitor calls and provide continuous guidance.
    • Using Allego, managers can delegate coaching and knowledge sharing to the team.
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