Join us as we share how to enable front line managers to coach with performance and correlation data. The team at RingCentral rolled out a number of programs to improve the quality and effectiveness of coaching in a remote environment with prescriptive sales performance data. Our guests Sarah Fricke (Director Sales Enablement) and Caitlin Lambert (Enablement Analyst) from RingCentral are the ones spearheading these initiatives and will a share a hands-on playbook and templates to boost sales performance with data-driven enablement. Here are some key takeaways you can expect from this conversation: 1. What it means to coach in a remote environment 2. How to align to sales leader goals 3. Equipping managers with the right metrics to coach to 4. A dashboard template with the metrics and KPIs that matter most 5. And how to bring this all together to implement with systems and processes Watch the recording at https://saleshood.com/enabling-managers-to-coach-with-data/ -- Brought to you by Saleshood - https://saleshood.com Saleshood is the leading all-in-one sales enablement platform used by hyper-growth companies to boost sales performance. Saleshood is proven to reduce time to ramp, lift quota attainment and accelerate sales velocity. Successful hyper-growth companies like Drift, Demandbase, Bombora, Domo, Omada Health, Sage, Seagate, RingCentral​, Tanium​, Tealium, Trinet, and Yext use Saleshood to realize fast revenue outcomes with 100% virtual training, coaching and selling – at scale.

1. Enabling Managers to
COACH with DATA

2. Coaching in a Work from
Anywhere World
Sarah Fricke
Director, Enablement
RingCentral
01 Problem we were solving
02 Define Coaching
03 The Switch to Remote
04 The Data, Systems and Process
Caitlin Lambert
Enablement Analyst
RingCentral

3. Sales Leader Goals
1. Make the Number
2. Happy Team

4. Losing an Enterprise AE is 2M+
Why Coach?
Recruiting
Onboarding
Goal
Attainment
Quota Held
Brand Lost
Territory
Uncovered

5. DEFINITION FOR COACHING…
An ongoing set of intentional and scheduled 1:1
interactions between a manager and their direct
report for the designed purpose of development
and performance.

6. IMG
Remote
Coaching has an
Information GAP
IN-PERSON
REMOTE ?
IN-PERSON

7. IMG
Remote
Coaching has an
Connection GAP
As a result, more weight is assigned
to each individual piece of information
with your brain working HARDER to
pick up information
IN-PERSON
REMOTE ?
IN-PERSON

8. Tackling the gap
Appreciation
Listening and
Reducing Noise
Empathy and
Motivation

9. Create Space to Collaborate

10. 10
© 2021 RingCentral All Rights Reserved.
Situation Analysis: What are the
strengths/weaknesses of the situation?
Purpose Statement: Write your purpose
statement you will use on the call.
Agenda Items (2-3) Key Questions
Best Practices (Coaching best practices to utilize during your 1:1 coaching conversations)
❏ Start with Purpose statement/agenda
❏ Open ended
❏ 2/3rd
Level
❏ Brainstorm
❏ Analyze
❏ Reflective
❏ Rep Accountable for follow-ups
Instructions: For upcoming pre-scheduled 1:1 coaching conversations, gather and review the pre-work forwarded to you by your Account Executive
(AE). Prepare for your coaching call using this worksheet and the relevant “Coaching Guide” found in the Sales Leadership Playbook.
1:1 Prep Sheet

11. Appreciation Styles
Learn yours here https://www.16personalities.com/free-personality-test
Source: 5 Language of Appreciation in the workplace
Language Communication Actions What to Avoid
Words of Affirmation ● Compliments
● Affirmation
● Kind words
● Send notes/cards ● Criticism
Quality Time ● One-on-one time
● Do not interrupt
● Face-to-face conversation
● Celebrations
● Doing things together
● Team-building activities
● Long periods without
interaction
Tangible Gifts ● Positive, fact-oriented information ● Give gifts on special
occasions and not so
special occasions
● Forgetting special days
Acts of Service ● Action words like “I can”, “I will”, “How
can I help?”
● Help with projects
● Repair/maintenance
● Acts of kindness
● Ignoring employee’s requests
while helping others
Physical Touch
(personal boundaries are
important to keep in mind)
● Positive non-verbals are key
● Come out from behind your desk
● Pats on the back
● High fives
● Hugs, if appropriate
● Walking or turning away
● Addressing from a distance

12. Make it FUN - Coaching Honor Roll
➔ 1 Coaching topic provided monthly
➔ ASK: 5 mins 5 question monthly scorecard
● 1 per team member
● Attach any documentation
➔ Award Coaching Honor Roll

13. THE DATA

14. The Goal The Systems The Process
Enabling Managers to
Coach with Data
Creating a quantitative
assessment for areas of
coaching opportunities
New Hire Metrics
Dashboards to be used
by leaders and their
team

15. 15 | © 2021 RingCentral, Inc. All rights reserved.
The NEW HIRE DASHBOARDS provide a comprehensive look at the success of a sales new hire
during their ramp-up period.
New hires are evaluated based on 3 key metric areas:
Role-Based Activity &
Outputs
Metric criteria chosen according to
their respective roles
Onboarding Participation
The percent of which they have
completed all training modules and
attended live training events
Quota Attainment
Quantitative data that shows
performance in relation to target
goals
The Goal

16. 16 | © 2021 RingCentral, Inc. All rights reserved.
Learning Path Completion (%)
● Foundations
● Advanced Product
● Advanced Modern Selling
● Role-Based Process
● Value
● Competitive
Average Test Scores (%)
● Learning Path Benchmark score
● Modern Selling Benchmark score
● Process & Pipeline Benchmark score
● Culminating Project score
Live Event Attendance (%)
● Focus Session - Win As One
● Focus Session - Hunter Mentality
● Focus Session - Win Faster
● Focus Session - Win Bigger
● Focus Session - Competitive Focus
Time
● to 5 Net New Opportunities Created
● to first Closed Won - Net New >$10K
● to Closed Won - Upsell >$10K
Opportunities
● # Owned (QoQ)
● % Open, Closed Won, and
Downgraded
● % CX Product
● # by Sales Stage (all stages)
● % Mutual Plans Populated Across
Owned Opps
● % STC Fields Populated Across Owned
Opps
● % Win Rate in Year 1
Average Deal size
● $ Amount (TCV)
● $ Amount (ARR)
Measure What Matters
3 Key Data Areas we looked at
Training Metrics Activity & Output Metrics
● $ Current Bookings Amount -
cumulative to annual goal
● $ Annual Quota Goal
● % to Annual Quota Amount -
cumulative to annual goal
● Time to 100% Monthly Ramp Quota
Attainment
Quota Attainment Metrics

17. 17 | © 2021 RingCentral, Inc. All rights reserved.
The Systems: Measure what matters
Saleshood + Xactly + SalesForce = Correlation in Tableau
The percent of which they have
completed all training modules and
attended live training events
Metric criteria chosen according to
their respective roles
Quantitative data that shows
performance in relation to target
goals

19. 19 | © 2021 RingCentral, Inc. All rights reserved.
The Process
Rollout Process and Reactions from Coaches
How to open the dashboard
How to find the data that
you need
How to manipulate the
views to show what is
relevant to coaches and
new hires
Anticipated questions
Contact information for
troubleshooting
Tips for using and
explanation of metrics
captured
Best practices for coaching
with data
Conversation ideas and how
to identify areas of
opportunity

20. 20 | © 2021 RingCentral, Inc. All rights reserved.
Quote from Manager team
“I use the dashboard to prep for coaching sessions
& see who could use some additional "how to do
business at RC" as well as benchmark one new hire
vs another or to my existing team to further
accelerate effectiveness in the field.”
- Front Line Manager at RingCentral

21. Coaching
+
Data
=
Happy Team