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Strategies to Improve Sales Plays Adoption across your Sales Force

How you can improve your sales plays adoption by turning your unstructured sales knowledge into personalized actions checklist and scorecard for your reps contextual to your products, buyer personas, sales plays, etc.
SKO done, adoption none!
Sanchit Garg
Sanchit Garg
Cofounder & CEO, Zime
Published July 8, 2024

The modern sales plays challenge

As a sales leader, you understand the challenge of keeping your team laser focused on closing deals. In today’s fast paced environment your reps and managers juggle a barrage of information - from product specifics and pricing to handling customer objections and staying ahead of competitors. This wealth of data scattered across different platforms can easily become a drain on productivity.

Reps spend too much time on searching for the right information or end up relying on outdated materials which can hinder meaningful conversations with prospects. Your seasoned sales professionals possess a wealth of knowledge, yet this valuable insight always remains scattered and hardly accessible.

Limitations with current tools

Every company has differentiators and nuances to its products, buyer personas, sales plays, etc. But existing tools personalization capabilities are limited—they lack enough company context and even when manually configured are not enough to deliver the expected level of personalization.

In the absence of company context, call recorders like Gong provide insights based on generic sales frameworks like MEDDIC. That’s not very useful, and requires leaders to listen to call recordings to gather insights.

  • Coaching for reps is basic vs company specific.

  • Tracking rep performance and adoption is hard for managers, without listening to every call (which is what most Gong customers do today). 

  • For sales leaders, customer insights and decision drivers are not easily available, resulting in time consuming pipeline and Ops reviews.

Why is your sales plays adoption lagging?

As a sales leader, you’ve put a lot into developing a sales strategy, but your team might still struggle to adopt fully. This can be due to several factors such as:

Unstructured sales knowledge

There’s a lot of scattered information about your company and the sales playbook has become shelf-ware. Your reps are constantly searching for info before and after a sales call, trying to figure out how to handle objections, what’s the updated product marketing material, how to ask the right questions on discovery calls etc. That would result in closing less deals, lack of productivity and improvement for the reps.

Lack of personalized coaching/feedback

When sales reps need to quickly refer to some data before a sales call, they are unable to do so because the forgetting curve is steep. What they learned during their sales training melts away like ice cream overtime. Which is why sales calls result in poor performance. Now, when sales managers have to coach them or give personalized feedback, they are also unable to do that because of the number of sales recordings they need to go through and then coach each rep.

Lack of pipeline visibility

The more reps are able to handle objections well and close more deals, the easier it is to analyze win rate and look at the dashboard that gives a full picture of how the calls have gone, quota attainment, and more.

How to improve your sales plays adoption using AI

AI in sales offers incredible benefits for your team. 79% of top performing companies have been using AI in sales for over 3 years according to World Metrics Report 2024. It organizes your company's scattered data into a centralized knowledge base, giving reps the right info at the right time for better conversations and more closed deals.

Make your unstructured sales plays actionable and measurable

One of the biggest hurdles sales teams face is capturing and organizing the vast amount of data of tribal knowledge scattered throughout the organization. This unstructured data is tucked away in call recordings, sales notes, email threads, sales notes and the minds of your top performers. Without a centralized system to harness this invaluable data, it stays siloed and out of reach causing inefficiencies and missed opportunities.

Using AI and behavioral science, Zime analyzes and extracts insights from all your unstructured sales data, transforming it into actions checklist for sales reps, personalized scorecard for the sales managers, and win-loss analysis with Voice of the customers dashboard for the sales leaders. It’s the single source of truth and measurement across your GTM strategy unlike Gong, and other tools, that provides insights over call recordings but totally lacks the context on your company, products, customers, competitors, etc.

Zime also updates your sales playbook as the business evolves so that there is no confusion about what data to refer to and sales reps get their pre-call checklist and post call scorecard which enables sales managers and leaders to see how reps are performing and measure the sales plays adoption. This also drives sales reps to perform even better as they know there’s a scorecard coming up right after their call.

"Every member of the sales teams saves 1 hour daily by automating meeting notes, CRM updates and streamlining deal reviews."
Preekshit Gupta
Preekshit Gupta
VP APAC & MEA of Bureau Inc.

Coaching sales reps in their flow-of-work with just-in-time actions

With Zime, you get personalized coaching and feedback for each rep that’s tailored to their individual strengths and areas for improvement. Zime does this by analyzing call recordings, email interactions, sales strategy, and much more to be able to give a checklist pre sales call and scorecard for improvement post sales call.

Five Stage Sales
Actions, contextual to your sales plays and deal type, delivered just-in-time right into your messaging app.

This scalable approach ensures every sales representative receives the targeted and specific coaching they need without overwhelming the sales managers so that they can improve themselves faster and close more deals. This continuous coaching loop speeds up rep development, driving higher win rates and accelerating revenue growth. With Zime as your personal AI assistant and coach, reps quickly upskill and internalize your sales playbook, leading to better sales calls.

According to G2, 70% of salespeople believe AI boosts their work productivity.

Five Stage Sales
Actions, contextual to your sales plays and deal type, delivered just-in-time right into your messaging app.
“Zime is a huge win for all stakeholders; saves half of my time on coaching AEs. It helps them self-assess and fix what they forgot or didn't ask.”
Evan Fromberg
Evan Fromberg
SVP of North American Sales at Versa Networks

Pipeline visibility: Win-loss analysis and Voice of the customers for the sales leaders

With Zime powering your sales analytics, you get an amazing level of visibility into the key performance metrics that drive revenue. No more manually updating the CRM, and analyzing scattered data or figuring out where a sales deal is stuck. Zime’s AI effortlessly pulls insights from your CRM, communication channels, and content repository.

By diving deep into your historical deals, Zime identifies the critical factors that lead to success. This detailed analysis lets you capitalize on your strengths and quickly address any weaknesses. Plus it also gives ultimate clarity about your sales pipeline. You can easily check pipeline health, spot stagnant deals that need immediate attention, and confidently forecast revenue.

Measuring and Enhancing Playbook Adoption

By analyzing sales reps' performance data, AI can identify whether they are effectively implementing the strategies outlined in the sales playbook. If not, AI can provide feedback and training to help sales reps better understand and adopt the playbook.

This ensures that all sales reps are on the same page and are using the most effective strategies to close deals. Usually, playbook adoption fades away over time in most companies but with Zime’s just-in-time actions, playbook is up to date and running.

Five Stage Sales
Example: Win-loss analysis

Comprehensive dashboards give you a real time view of metrics like average deal cycle times, helping you streamline processes for maximum efficiency. Essentially Zime turns your sales operations into an open book enabling you to extract insights, shape strategies and drive peak performance.

"Average deal size increased by 30% on the back of improved discovery."
Kapil Bhagat
Kapil Bhagat
AVP, Sales Strategy at Bureau, Inc.

Summary

Why is your sales team lagging behind?

  1. Unstructured tribal knowledge / entire GTM strategy
    Reps struggle with outdated information and spend too much time in finding crucial information impacting productivity and deal closure.
  2. Lack of personalized coaching and feedback
    Sales reps often forget training insights when needed leading to performance issues. Managers find it hard to provide timely feedback due to the volume of recordings.
  3. Lack of pipeline visibility for the sales leaders
    Analyzing win rates and performance metrics is crucial for improving sales outcomes and quota attainment.

Why is your sales team lagging behind?

  1. Make your unstructured sales strategy actionable and measurable
    Sales teams battle scattered tribal knowledge—data in calls, notes, emails, and minds of top performers. Zime centralizes and transforms this into a searchable, actionable sales playbook, updating in real-time for better deal closure.
  2. Personalized coaching and feedback for the sales reps
    Zime provides personalized coaching tailored to each rep by analyzing call recordings, emails, and GTM strategy. This scalable approach accelerates rep development, boosts win rates, and enhances sales effectiveness.
  3. Crystal clear pipeline with win-loss analysis for the sales leaders
    With Zime, gain deep insights into sales performance metrics and streamline pipeline management effortlessly. Enhance decision-making with real-time data, optimizing sales strategies for peak efficiency and growth.
TagsSales Plays AdoptionSales StrategySales RepsSales ManagersClosing DealsSales PlaybookSales AISales Leaders
Sanchit Garg
Sanchit Garg
Cofounder & CEO, Zime
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.
In this Blog

Frequently asked questions
How is AI transforming the sales process?
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AI is revolutionizing the sales process by streamlining operations, enhancing the accuracy of sales forecasting, automating repetitive tasks, and improving customer interactions through tailored communications.
In what ways can AI assist a sales team?
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AI aids sales teams in various ways, including enhancing sales forecasting, summarizing and providing action items from meetings and calls, analyzing sales calls, recommending next steps for sales representatives, automating the creation of sales emails and subject lines, identifying new leads that are ready to make a purchase, predicting the likelihood of closing deals, and assessing buyer readiness.
How AI is revolutionizing sales coaching?
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Yes, AI is fundamentally transforming sales coaching by providing sales managers with data-driven insights, personalized coaching plans, and refined evaluation criteria. These tools help save time, enable precise decision-making, and allow for customized coaching that meets the unique needs of each team member.
What role does AI play in sales training?
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AI enhances sales training by offering personalized coaching, interactive simulations, and immediate feedback. This enables sales representatives to hone their skills, increase their confidence, and improve their performance in closing deals.