Sales Playbook
4 Reasons Deals Slip Away — and How a Living Sales Playbook Can Prevent It
Why sales reps lose deals & how AI sales coaching can help. Meet Zime: your solution for info gaps, poor prep, coaching, & playbook adoption.
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From Manual to Automated: How Zime Wins Over Gong’s Smart Trackers
Find the ideal tool for your organization to enhance AI sales coaching and playbook adoption. Discover how Zime streamlines deal-closing with just-in-time actions, scorecards, and effortless win-loss analysis, benefiting sales reps, managers, and leaders alike.
Sanchit Garg
Cofounder & CEO, Zime
Published Aug 28, 2024
Using the right sales tool can make your life easy
Ever wondered how much manual work goes into setting up trackers? If you haven't, don't worry—we've got you covered! We're here to spill the tea on smart trackers and how they can occupy a lot of your time during the day along with your other important tasks.
We'll also explore how Zime, an AI sales coaching tool, takes it up a notch, offering not just call recording software, but also personalized insights and dashboards that show how your reps are performing, provide win-loss analysis, and identify where deals might be getting stuck. At the end of the day you’re looking to save time and increase revenue.
Ready to make smarter decisions about your sales team and process? Let’s jump right in!
What are Smart Trackers and how do they work?
Smart trackers are like your conversation detectives, always on the lookout for key concepts in your calls and emails, even when they’re hidden in different words and phrases. Unlike keyword trackers that rely on exact words, smart trackers go a step further by understanding the *concept* behind what’s being said. This is exactly how Gong works.
How smart trackers work:
1.
Concept-based Tracking: Smart trackers are trained using AI models to detect concepts. This means they can identify when someone is asking for a discount, even if they use completely different words. This is all set up manually by you depending on what words you target.
2.
Adaptable to Different Phrases: Because they focus on the idea rather than specific words, smart trackers can catch variations in language. So, no matter how creatively someone phrases it, the tracker will find it!
3.
Proactive Alerts: You can set up smart trackers manually to alert you when certain concepts come up in conversations, helping you stay ahead of the game and coach your team more effectively.
In short, smart trackers are here for gaining deep insights into what’s being said across your business, letting you track concepts at scale with a little help from AI.
Setting up Trackers manually - a time consuming task!
Sales reps spend a staggering 70% of their time on non-selling tasks.
Source: SalesforceAs a sales enablement leader or manager, you don’t want to spend your days manually setting up smart trackers that only work for a while. Plus, as your business grows and your sales playbook evolves, you’ll need to update those trackers or create new ones.
Zime is an AI sales coaching tool that leverages behavioral science to provide just-in-time actions and insights from your sales calls and company data. It gives your reps real-time guidance on who to speak with, what to say, and how to close deals by ensuring they’re always prepared for their calls. After each call, they receive a scorecard highlighting their strengths and areas for improvement (more on this below).
And the best part? Zime does all of this without you having to spend hours setting up trackers or training AI instead of your reps!
How Zime cuts manual work - AI sales coaching
Manual sales coaching is a notoriously time-consuming process for sales leaders. Moreover, setting up and maintaining smart trackers in conversation intelligence tools like Gong requires ongoing effort and maintenance. As a business grows and evolves, more trackers need to be created and updated, further compounding the manual workload. This inefficient use of sales leaders' time ultimately detracts from their ability to focus on high-value strategic work that can drive revenue growth.
Zime captures all of your company’s tribal knowledge, past call recordings, product info and turns it into just in time actions for sales reps, clear win-loss dashboards for sales leaders and saving coaching time for sales managers.
How Zime does it:
1.
Personalized Coaching: This comes as a relief for sales managers. They don’t have to go through each and every call recording or personally coach each rep with personalized feedback on how to make the next sales/discovery call better. Moreover there are tangible results on the loopholes that can be improved along with examples from top reps.
2.
Just-in-Time Actions: Zime provides just-in-time actions directly within communication channels like Slack, Teams, or Zoom. These actions are customized to match the current stage of the deal, giving sales reps precise guidance for success before and after a sales call. Prior to the call, a checklist is shared in their messaging platform, and following the call, a scorecard is available to highlight their strengths and areas for improvement, along with examples from top reps on handling similar calls.
3.
Performance Dashboards: Effective sales coaching also requires visibility into performance metrics. Modern tools offer dashboards that provide detailed insights into both team and individual performance. This allows enablement leaders to track progress, identify trends, and make data-driven decisions to improve sales outcomes.
4.
CRM updates: No need to spend 20 mins after each sales call to update the CRM manually. Zime’s AI does this for you! All you need to do is click on a button and it will automatically update the information from the call onto your Salesforce.
Zime Actions Engine vs Gong Smart Trackers
Zime distinguishes itself by integrating advanced AI technology with behavioral science to automatically produce in-depth sales insights from call recordings. Unlike manual processes or basic smart trackers, Zime creates thousands of AI-driven smart trackers that constantly learn and adapt, giving you unmatched sales intelligence.
Zime makes life easy by seamlessly integrating with yourexisting tech stack, including CRMs like Salesforce, call recording tools like Gong, and communication platforms like Slack. This means smooth adoption with no disruptions to your current workflow, allowing your reps to enjoy just-in-time coaching right in the tools they already use.
When it comes to maintenance, Gong’s new product releases require MPLS and DIS updates. Meanwhile, with Zime, there’s zero hassle—it evolves with your business, continuously improving without extra effort.
"The image of a graveyard with 'Gong calls that no one listens to' hits the nail on the head. It highlights the huge challenge we're dealing with—coaching has become a massive time drain. Listening to calls and coaching reps manually takes forever and just isn’t efficient. What really caught my eye was the part about tracking conversion metrics. If we could double our pipeline reviews and cut the time spent in half, it would be a game-changer. Being able to track conversions and enhance our pipeline reviews would make a huge difference for us."
As a Sales Enablement leader shared with us
With Zime, you get smarter actionable insights and more efficient AI sales coaching, helping your team boost their performance with zero manual effort.
In conclusion…
Tired of manual tasks like setting up trackers or updating CRMs?
1. Tackling other important tasks on your to-do list.
2. Personally coaching your reps, which is key to boosting their performance and hitting those monthly targets.
3. Closing more deals, especially if your reps had the updated info to handle tough objections.
But here’s the good news—Zime has got you covered!
Let’s get started
If you’re ready to improve your sales playbook adoption, here’s what your next steps would look like:
Pilot for 21 days - no fees, no training till you see results.
No more shelf-ware playbook or a graveyard of call recordings!
Meaningful goals drive me. My goal is to empower everyone to be a top-performer with accurate nudges in the workflow. Before InnerFit, I founded TravelTriangle for "Holiday Experience," which achieved market leadership with $42mn+ ARR and a team size of 700+ go-getters.
