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

 

1. Go to Calls > Team Calls in the top nav. 
2. 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.

 

 

3. 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:

 

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.

 

1. Click Dashboard in the top nav for an overview of all the calls.
2. 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

You can tell Copilot the Topic to track with a few associated keywords or phrases to look for as it analyzes your team’s sales calls:

 

1. From Clari Studio > Copilot, or from Settings, go to Manage Topics.

2. Click Add Topic at the top right. Choose Smart Topic if you want RevAI to suggest Topics. Or, choose Keyword Topic to type your own keyword(s) to track.

3. Give your Topic a name. Note, this is like the "umbrella" name for the exact match keywords you'll define below it.

4. To track an exact phrase/keyword, add it to Exact Matches and hit Enter. Repeat to add as many phrases as needed.

5. Finally, specify if Copilot should look out for these topics from your sales reps or customers, or both. You can also choose specific teams within your org to apply the Topic to.