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Sales Enablement

Story So Far


Our Story So Far page shows the SEQUENCE of the discussion points during the call – providing the Sales Manager with the actual call flow and the actual time spent on each topic – to ensure the rep is following the proper sales sequences . . . .  a powerful coaching tool.  

The other key component of the Story So Far is the “begins” tab, which shows WHEN on the call the key point was discussed. 

This feature allows the user to quickly go the specific part of the recorded call they want to hear, saving significant time and frustration.  

This maximizes the value of your call recording solution by dramatically increasing the use of the recordings, because reps and managers can now easily select the short segments of interest to them. 

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Interactions Insights and Analytics


In this video, we will review how our Interactions Insights feature takes the information captured during a sales call and documents all instances within the call a key Point was discussed, and the duration of the time spent on each Point.  Duration is a key indicator of what is most important to the prospect.

 Let’s review a recent prospect call. Our Interactions page shows us the following in descending order, based on the duration of each Discussion Point:

  • Time of and duration of the call                                                                                         
  • All captured Discussion Points 

You will also see a Targeted Time Value given to several of the Discussion Points. These values represent the average time top reps usually spend covering these topics, and can be easily modified to more accurately reflect different sales roles – such as a new business rep vs an installed based rep, for example. 

We then calculate the actual time spent on each point and compare it to the targeted time, represented as a percentage. This is a great, easy-to-read report for Sales Managers to see where reps are spending their time on sales calls and how that compares to best practices.

Not all Discussion Points have Targeted Times associated with them for several reasons.  For instance, not all prospects would be interested in a particular feature. 

Since these topics may not be discussed on every call, giving them a targeted time may not be appropriate. What is appropriate (and helpful), is knowing which features were discussed . . . .  and for how long.

Our Interactions Insights provides sales pros with unparalleled views into the anatomy of a sales call, helping both reps and managers to easily and accurately review how, and where, they should be spending their time with the prospect to ensure the highest levels of sales success.

Introduction to TalkTagging


SalesTalk’s latest feature, TalkTagging, helps sales teams review and manage their sales conversations more quickly and effectively,  .  . and is immediately ready to go right out of the box. 

TalkTagging creates call maps of everything that is discussed in recorded phone calls or meetings, captures the sequence within the call a key Point was discussed, and the duration of the time spent on each Point – which is a key indicator of what is most important to the prospect.

Our Meeting Mapper includes the standard processes in a sales cycle for your team to use “as is”, or easily customize them by simply clicking on the “pencil” icon, to make the changes that are most relevant to them.

  • the green flag icon signifies that this Discussion Point has recently been added, allowing reps to easily see what’s new

To start TalkTagging, simply click this button to begin actual time tracking. As the rep begins the different phases of the call, they simply click on the topic being discussed. 

After the call, reps can easily update the status of the deal by clicking the CRM Updates section. All updates will be automatically synced back to the CRM, saving the reps significant time and improving the accuracy of the CRM. 

Our next video will cover our Interaction Insights & Analytics which help sales reps and managers to easily review call recordings for forecast validation and coaching against best practices. 

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What Does a Sales Team Do?

Sales is the backbone of your business. It is directly involved in the initial growth and sustained success of your company. If you want your business to be successful long-term, then you need a qualified sales team that has all of the tools that they need to succeed in order to sell your company.

So, what exactly does a sales team do for your business?

Related: Increase Your Sales by Empowering Your Sales Team

What does a sales team do?

Starting with the obvious, a sales team sells the products your company is offering. Bringing in prospective customers and converting them into actual customers is their ultimate goal. But there is a lot that goes into this whole process that might not be so obvious.

Observe Sales Goals

The members of your sales team should be aware of the goals they are expected to meet in order to help your company flourish. As a team, those goals will be in the forefront of their minds when interacting with customers. This not only refers to the individual goals they are expected and attempting to meet, but also the goals expected for the team as a whole.

For your part, being transparent about the goals put in front of them is important as well. Your sales team will be fully aware of what their expectations are and how they can work to reach these expectations.

Build Sales Opportunities

Your sales team is integral in taking the leads you’ve generated as a company and converting them into sales opportunities. You can have all of the leads and contacts you want, but your team needs to do its part in converting them into prospective customers.

Nurturing those leads and helping them along the buyer’s journey is a huge part of your sales team’s responsibilities. Allowing them to do this in a streamlined and efficient way, will greatly improve your chances to grow your business.

Convert Sales

The next natural step for your team would be to convert those sales opportunities into actual sales. This means taking those contacts, helping them realize why your product would benefit them, and then landing that customer.

It takes an abundance of knowledge about what they’re selling for your team to be as effective as they need to be with this step. Ideally, your team will be able to bring the relevant information to each individual customer, while being able to answer any questions they may have along the way. Being confident in what they’re presenting, as well as consistent with your company’s culture, will help them land more customers in the long run.

Retain Customers

One of the more understated responsibilities of your sales team is retaining your company’s customer base. Just as important as bringing new customers on, keeping your current customers coming back for more is something your sales team will need to master for long-term success.

Even if your customers aren’t actively reaching out for feedback or questions, your sales team will be in contact with them. Being proactive with their communication keeps your sales team in the loop with your customer base and allows your customers to build more trust with your team. What customer wants to stay with a business they don’t feel they trust or have some sort of connection with?

Utilize Their Resources

You want to provide your team with the tools they need to succeed. Providing them easy access to these tools will allow your team to efficiently sell your business. Timeliness is everything in sales, as no customer wants to wait around for the content to be given to them. Your customers want what they need now.

Your team should know what resources are on hand, what information is readily available, and where to find what they need in the moment. If your customers are having to wait around for your sales team, chances are they will turn to the business that can help them more efficiently.

What can a sales team do better with sales enablement technology?

The sales process is continuously becoming more automated. Because of this, there is more opportunity for things to get lost in the shuffle. By relying on the support of sales enablement technology, your sales team can enhance the effectiveness and efficiency of their process.

Sales enablement technology is software that gives your team easy access to the tools they need to sell. By empowering your team and providing them with this technology, you can almost certainly expect better results for your company’s bottom line. Utilizing this tool gives you the peace of mind that your sales team will always be able to get their hands on the most relative content for any situation.

Become relevant in all customer interactions

At SalesTalk Technologies, we provide your company and sales team with software that will keep all of your sales efforts relevant for customers. By streamlining your content and tools, your team will always know What2Say, What2Know, and What2Send when interacting with customers. If you think your sales team can benefit from this tool, don’t hesitate to request a demo from us over at our website.

What Makes a Great Sales Team?

Building a business, one that maintains a tendency of growth over time, requires a great sales team. A sales team that is motivated, engaged, and energetic will help nurture the relationships you need in order to bring on the right clients for your business. It may seem like a simple ingredient to your business model, but what makes a great sales team? How can possessing these traits put your business in a better spot to succeed?

What makes a great sales team?

It’s great to have a product that consumers want, or even need to have. But what good does that product do for you and your clients if you don’t have the right people in place to sell that product? Without a sales team, you’ll have trouble getting your product out there to potential clients. And without an effective sales team, filled with the right people and personalities, you won’t be successful in selling that product. It’s important to look for certain personality traits when filling out your sales team.

A great sales team: holds themselves accountable

While being a part of a team, some sense of autonomy should be given to each individual member. Giving your team the responsibility for tracking their numbers and reporting summaries of these statistics, establishes this independence. They will be able to directly see the goals they are reaching or not reaching, ideally giving them more push to improve when needed. As the manager or owner of the business, you should be holding those individuals accountable for not achieving the goals they are given.  

Each member of your team should have the understanding that they are accountable for the success or failure of their individual efforts. Being humble and taking pride in what they do will go a long way in making them a valuable member of your sales team. When going through the hiring process, you should try and gauge how each candidate handles themselves when presented with some adversity. Ask them how they may have handled these difficult instances in the past and how hungry they seem to learn from their own mistakes or limits.

A great sales team: has a hunger for learning

This accountability and tendency to learn from their mistakes comes into play with this next trait. Each individual member of the team should not only be willing to but they should be hungry to learn more. Being hungry to learn means that your team will constantly be exploring your clients’ issues or needs. They should become immersed in the sales process in order to understand what it takes to sell your product.

Specifically, your team members should be role-playing sales calls and interactions with clients to prepare. They should also be continuously learning about the product they’re selling, knowing the ins and outs of what makes your product great. Also, being in touch with the latest sales resources and information is a must for a great sales team.

what makes a great sales team

A great sales team: has natural charisma

If you want your product to sell, your team needs to have a sense of energy and enthusiasm. Nobody will get excited about buying your product if the people selling to them are not excited to present the sale. Having that natural charisma in their pitch to clients will give the individual team member a much better chance at landing a deal.

A sales team without charisma, energy, and positivity comes across as fake to customers. Why would a customer want to buy a product from someone who doesn’t seem excited about it themselves? Your team needs to radiate energy, and hiring the people that possess this characteristic will create a necessary foundation for successful sales.

A great sales team: is invested in their customers

Completing a sale or a deal should not mean the end of interactions with your clients. In order to maintain the success and growth of your business, your sales team needs to maintain that relationship with your clients. Your team should be invested in their customers, creating that relationship with them and being in frequent contact. This allows your team to be in tune with what the customer wants and needs from your business.

Building that relationship creates a rapport with your customer base. Having a good relationship with your sales team will bring customers back to your business. If you have a sales team that doesn’t invest the time in keeping tabs on customers, those customers will look elsewhere to fill their needs.  

A great sales team: is always prepared

Being prepared in sales means that time isn’t being wasted. Your customers want to fill their needs now, not some time in the future. They will be looking for a business that is prepared to answer their questions and move quickly. A great sales team will put in the legwork to remain prepared at all stages of the selling process. They will manage their time properly, prioritizing what needs to be done correctly to be effective in helping customers through the buyer’s journey. They will always be looking for ways to streamline the process.

A great sales team: has sales enablement technology on their side

Part of having a great sales team is putting the tools in place to make sure all of these characteristics are being put into play correctly and efficiently. SalesTalk Technologies provides your business and your sales team with access to these tools, giving the information and content to allow your team to hit the ground running when selling your product. Head over to request a demo of our product so you can put your team in a better position to succeed.