Copilot for Managers: Getting Started Level 2

 

This article is the second in a series for manager onboarding: 

 

1. Level 1
2. Level 2 (you're here)
3. Level 3 

 

Let’s quickly walk you through accessing and reviewing your team’s calls so you can coach them effectively.

Find the right calls to coach on

 

Go to the Team Call Log in the top nav. Your admin may have already configured Shared Filters with alerts to help you get visibility into the right deals. If they have, you can find them in your Saved Filters drop-down.

 

 

You can also choose from other filters: By rep, team, call duration, and more from + More Filters.

 

 

Let’s say you want to see how your sales reps are handling pricing questions. Here’s how to save a custom filter and get alerts for new matches:

 

You can narrow down your list of call recordings based on length, competitor mentions, talk/listen ratio, categories, etc.

 

1. Click + More Filters > Contains Pricing > Pricing AI Detected

2. Too many search results? Try looking for a specific time, Spoken By Customer, or a period or minimum call length.

3. Now click the Save button at the top and give your custom filter a name.

4. Check the filter alert box to be notified when new call recordings match your filter criteria—calls where prospects asked pricing questions.

 

 

 

Understand whether your team follows the playbook

With Copilot’s AI automatically analyzing your team’s sales calls, critical insights into your sales reps’ performance are organized into a dashboard.

 

Click Dashboard in the top nav for an overview of all the calls.

 

In the nav to the left, you can see lots of Dashboard options: 

 

Deal Insights: Overview of speak/listen ratios and topic use.

Competitor Insights: Summary of competitor mentions where you can click through on calls mentioning specific competitors.

Team Insights: Break down of who talks to much, too little, or who is most inactive or most engaging.

Topics: We'll talk about Topics in detail below, read on!

Scorecards: Scorecards are how managers score reps' calls with context while listening to their recordings. Choose a template or create your own score card for every type of call in your sales process.

 

What are Topics?

Think of Topics as keywords or phrases that come up when your reps talk to prospects that tell you what’s happening on a call. Copilot comes preloaded with the most popular topic categories such as Agenda Setting, Customer Goals, Blockers, Budget, Process, Authority, Timing, etc. So you can get started right out of the box.

 

 

 

Add a Topic

Adding a Topic is simple. You tell Copilot the topic to track with a few associated keywords or phrases to look for as it analyzes your team’s sales calls. Here’s a cool GIF (and step-by-step info if that doesn’t work for you) of adding a topic:
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1. In the Copilot web app (https://app.tryCopilot.com/), click on Settings.

2. From your name icon in the top right, click Workspace Settings. Then, in the left nav, under Other, click on Manage Topics.

3. You want to know if reps are qualifying prospects for budget, so add a new topic with the name “budget qualification” and click Add Topic.

4. Need to track an exact phrase/keyword? Add it to Exact Matches and hit Enter. Repeat to add as many phrases as needed. In our example, we add “what is your budget” as an exact phrase match.

5. Finally, specify if Copilot should look out for these topics from your sales reps or customers, or both.

 

And that's it, you're ready for the next article in the series!