The document discusses building a winning sales technology stack. It presents a sales stack maturity model with different levels ranging from white belt to black belt. Each level is associated with different technology capabilities. The model is used to assess an organization's current level by identifying which technologies their sales team currently uses. The overall document provides guidance to help organizations progress through the maturity levels to build a more robust and effective sales technology stack.
7. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead Scoring
Data Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint
®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint
®
ROI Calculators
Buyer Consensus
Value Selling
Reference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRM
Customer Experience
& Success
Customer Engagement
Revenue Management
Renewal Management
Spreadsheets CRM
Sales Compensation
Planning & Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Territory Management
Face-to-face Training Sales Portal
Skills Development &
Reinforcement,
Gamification,
Video Practice &
Role-Play
Sales Call Recording &
Coaching
Someone to Sell to
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
7
Sales Stack Maturity Model
8. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead Scoring
Data Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint
®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint
®
ROI Calculators
Buyer Consensus
Value Selling
Reference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRM
Customer Experience
& Success
Customer Engagement
Revenue Management
Renewal Management
Spreadsheets CRM
Sales Compensation
Planning & Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Sales Performance Mgmt
Territory Management
Face-to-face Training Sales Portal
Gamification,
Skills Development &
Reinforcement
Video Practice &
Role-Play
Sales Call Recording &
Coaching
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Someone to Sell to
Hierarchy Levels on the Left
Maturity levels across the top
Sales Stack Maturity Model
9. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead Scoring
Data Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint
®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint
®
ROI Calculators
Buyer Consensus
Value Selling
Reference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRM
Customer Experience
& Success
Customer Engagement
Revenue Management
Renewal Management
Spreadsheets CRM
Sales Compensation
Planning & Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Sales Performance Mgmt
Territory Management
Face-to-face Training Sales Portal
Gamification,
Skills Development &
Reinforcement
Video Practice &
Role-Play
Sales Call Recording &
Coaching
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Someone to Sell to
Purposefully blurred
Locate the tools you use now, to know your current belt level
Sales Stack Maturity Model
10. #B2BMXNancy Nardin @SellingTools
Someone to Sell to
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead Scoring
Data Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint
®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint
®
ROI Calculators
Buyer Consensus
Value Selling
Reference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRM
Customer Experience
& Success
Customer Engagement
Revenue Management
Renewal Management
Spreadsheets CRM
Sales Compensation
Planning & Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Territory Management
Face-to-face Training Sales Portal
Skills Development &
Reinforcement,
Gamification
Video Practice &
Role-Play
Sales Call Recording &
Coaching
Typical Maturity
levels in Yellow
(lots of room for
improvement)
Sales Stack Maturity Model
11. #B2BMX
¨ Build prospect lists
¨ Determine ideal customer profile based on success
¨ Maintain and refresh database
¨ Facilitate outreach through social networks
¨ Find email and phone contact data
¨ Identify connections to prospects within your network
¨ Marry online inquiries to existing account records
¨ Prioritize prospects for optimized activity
¨ Route Leads to the ‘right’ person
¨ Score Leads and qualify them for sales
¨ Test & verify email addresses in database
Exercise #1
Who to Sell to
Do salespeople have the technology
needed to discover opportunities in the
market, prioritize selling effort, target all
decision influencers, and maintain and
grow your database?
CHECK IF YOU HAVE IT MASTERED
X IF YOU DON’T
12. #B2BMX
¨ Build prospect lists
¨ Determine ideal customer profile based on success
¨ Maintain and refresh database
¨ Facilitate outreach through social networks
¨ Find email and phone contact data
¨ Identify connections to prospects within your network
¨ Marry online inquiries to existing account records
¨ Prioritize prospects for optimized activity
¨ Route Leads to the ‘right’ person
¨ Score Leads and qualify them for sales
¨ Test & verify email addresses in database
CHECK IF YOU HAVE IT MASTERED
X IF YOU DON’T
Exercise #1
Who to Sell to
Do salespeople have the technology
needed to discover opportunities in the
market, prioritize selling effort, target all
decision influencers, and maintain and
grow your database?
√
x
√
13. #B2BMXNancy Nardin @SellingTools
Exercise #2
¨ A/B or other message testing for sales rep emails
¨ Alert reps when sales steps or activities missed
¨ Auto Dial on phone numbers
¨ Automate email outreach
¨ Automatically log calls
¨ Build buyer Consensus
¨ Coordinate meeting times and schedules
¨ Have instant online meetings
¨ Know optimal number of touch points
¨ Know what technology prospects use & when they change
¨ Know when prospects engage
¨ Know which content progresses deals
¨ Log emails, tasks, and opportunities through email client
¨ Nurture future opportunities
¨ Present, show product catalog, and capture leads
¨ Provide prospect-specific call scripts
¨ Record live calls
¨ Send email to a full list of prospects
¨ Send video email messages
¨ Share & Track Video demos
¨ Understand prospects' business and challenges
¨ Create customized prospect or deal portals
¨ Create email/call sequencing workflows
¨ Create, Share, Customize email templates
¨ Define the sales process & specific steps
¨ Facilitate the online selection of content or products
¨ Facilitate the sending of swag, or other marketing assets
¨ Get email alerts/digests on key accounts & the market
When & How to Engage
Do salespeople have the technology to build interest and momentum, to
get prospects to engage (get emails opened and calls accepted), to know
what works and why?CHECK IF YOU HAVE IT MASTERED
X IF YOU DON’T
14. #B2BMXNancy Nardin @SellingTools
¨ Align solutions with buyer challenges
¨ Auto recommend relevant content to buyers
¨ Auto recommend relevant content to salespeople
¨ Build buyer consensus
¨ Create customized prospect or deal portals
¨ Get alerts/digests on key accounts & market intelligence
¨ Map buyer political landscape
¨ Plan account-specific strategies
¨ Quantify ROI and value
¨ Share & Track Video demos
¨ Understand prospects' business and challenges
¨ Share, access & collaborate on a knowledgebase
Why Buy, Why
From You
Do you have the technology to enable sales
reps to use digital content and other
materials to align the buyer’s needs with the
your solutions and to quantify and calculate
ROI?
Exercise #3
CHECK IF YOU HAVE IT MASTERED
X IF YOU DON’T
15. #B2BMX
Exercise #4
¨ Collaborate on account activities & responsibilities
¨ Configure quotes and proposals
¨ Facilitate the online selection of content or products
¨ Get contracts signed electronically
¨ Identify referrals to help close deals
¨ Plan account-specific strategies
¨ Track and monitor changes in deal status (and causes)
¨ Track contract workflow
¨ Track signature status
How to Close
the Deal
Do you have the technology to enable the
sales rep to create contracts in real time,
generate quotes, and capture signatures.
CHECK IF YOU HAVE IT MASTERED
X IF YOU DON’T
16. #B2BMXNancy Nardin @SellingTools
¨ Configure proposals with complimentary systems & solutions
¨ Create customized prospect or deal portals
¨ Map account white-space
¨ Measure customer satisfaction
¨ Nurture future opportunities
¨ Understand and monitor the delivery of purchased servicesDo salespeople have the technology to
nurture current customers for up-sell and
cross-sell purposes? Do they have the ability
to map the white-space for their solutions
within target accounts. And, do they have the
ability to track customer satisfaction and
fulfillment to secure a renewal?
What Else to
Sell & How
to Repeat
Exercise #5
CHECK IF YOU HAVE IT MASTERED
X IF YOU DON’T
17. #B2BMXNancy Nardin @SellingTools
o Analyze activities to auto-assess deal probability
o Analyze territories and assign to reps
o Analyze win/loss
o Identify at-risk deals (and why)
o Identify where reps are spending time
o Judge forecasts on past and predictive analytics
o Roll-up the forecast
o Know optimal number of touch points
o Know which content progresses deals
o Monitor & analyze pipeline velocity & underlying
factors
o Quota planning, scenario analysis, & Administration
o Track and monitor changes in deal status (and causes)
o Track Sales rep activity metrics
Sales Management, Analytics,
Forecasting & Operations
Do you have the technology needed to roll-up the forecast quickly, dive deep into forecast
movement, identify at-risk deals, coach the right people at the right time, and measure KPIs?
Exercise #6
CHECK IF YOU HAVE IT MASTERED
X IF YOU DON’T
18. #B2BMX
Exercise #7
¨ Identify where reps are spending time
¨ Motivate sales performance and reward behavior
¨ Provide prospect-specific call scripts
¨ Quiz on, and reinforce skill-set and knowledge
¨ Role-play and feedback via video
¨ Track and monitor changes in deal status (and causes)
¨ Train salespeople on the use of internal sales technology
Skills Development,
Coaching, Onboarding
& Reinforcement
Do you have the technology to automate skill-set assessment,
record and share best practice skills, onboard new reps to full
performance quickly?
CHECK IF YOU HAVE IT MASTERED
X IF YOU DON’T
19. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead Scoring
Data Cleanse/AppendSomeone to Sell to
Let’s flip it and look at each level at a time
Sales Stack Maturity Model
20. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Instant look up from a
web page
Can often check and
verify multiple sources
Sometimes has ability to
sync with CRM
Someone to Sell to & Why
Tech
Capabilities
Examples
21. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Instant look up from
a web page
Can often check and
verify multiple
sources
Sometimes has ability
to sync with CRM
Look up contacts and
accounts
Some have purchase intent &
install-base
Some offer relevant content
Hot lead prioritization
Some work on any web page
(not just landing pages)
Tech
Capabilities
Examples
Someone to Sell to & Why
22. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Instant look up from a
web page
Can often check and
verify multiple sources
Sometimes has ability to
sync with CRM
Look up contacts and
accounts
Some have purchase intent &
install-base
Some offer relevant content
Hot lead prioritization
Some work on any web page
(not just landing pages)
Routing to available reps on
mobile or land-line
Return call in 25 sec
Improved website conversion
Append data from email
signature lines
Discover new contacts from
OOO msg
Identify Sales Trigger Events
Tech
Capabilities
Examples
Someone to Sell to & Why
23. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead Scoring
Instant look up from a
web page
Can often check and
verify multiple sources
Sometimes has ability to
sync with CRM
Look up contacts and
accounts
Some have purchase intent &
install-base
Some offer relevant content
Hot lead prioritization
Some work on any web page
(not just landing pages)
Routing to available reps on
mobile or land-line
Return call in 25 sec
Improved website conversion
Append data from email
signature lines
Discover new contacts from
OOO msg
Changes in contact status
Similar Companies
Ideal Customer Profile (ICP)
Score accounts & prioritize
Identify Total Addressable
Market (TAM)
Tech
Capabilities
Examples
Someone to Sell to & Why
24. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead Scoring
Data Cleanse/Append
Instant look up from a
web page
Can often check and
verify multiple sources
Sometimes has ability to
sync with CRM
Look up contacts and
accounts
Some have purchase intent &
install-base
Some offer relevant content
Hot lead prioritization
Some work on any web page
(not just landing pages)
Routing to available reps on
mobile or land-line
Return call in 25 sec
Improved website conversion
Append data from email
signature lines
Discover new contacts from
OOO msg
Changes in contact status
Similar Companies
Ideal Customer Profile (ICP)
Score accounts & prioritize
Identify Total Addressable
Market (TAM)
Match Leads to Accounts
De-Duplication
Normalize data (key data
fields used)
Enrich and Append Data
Unify Data across
Marketing & Sales
Tech
Capabilities
Examples
Someone to Sell to & Why
25. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Phone & Email,
Online Meeting
More advanced give
Personal Mtg URL’s and
no downloading
Ability to share screen
Ability to record
Tech
Capabilities
Examples
How to Engage & When
26. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Phone & Email,
Online Meeting
Meeting Schedulers,
PowerPoint,®
Outreach Email Workflow
More advanced give
Personal Mtg URL’s and
don’t require
downloading
Ability to share screen
Ability to record
Personal links for prospects to
select the best time
Add prospects to list and send
personal one-to-many
campaigns
Set up sequences or cadences
for automatic email follow-
through
Tech
Capabilities
Examples
How to Engage & When
27. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Phone & Email,
Online Meeting
Meeting Schedulers,
PowerPoint,®
Outreach Email Workflow
Sales Prospecting &
Engagement,
Presentation Builders
More advanced give
Personal Mtg URL’s and
don’t require
downloading
Ability to share screen
Ability to record
Personal links for prospects to
select the best time
Add prospects to list and send
personal one-to-many
campaigns
Set up sequences or cadences
for automatic email follow-
through
For high velocity Selling
Tee’s up next calls with dialer
capabilities
Often includes call scripts and
email templates
Automatic Presentation bldg
Some can insert key data from
CRM and elsewhere
Ability to track engagement
Tech
Capabilities
Examples
How to Engage & When
28. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Phone & Email,
Online Meeting
Meeting Schedulers,
PowerPoint,
Outreach Email Workflow
Sales Prospecting &
Engagement,
Presentation Builders
Sales Enablement,
Video Selling,
Personalization/Social
Tactile Selling
More advanced give
Personal Mtg URL’s and
don’t require
downloading
Ability to share screen
Ability to record
Personal links for prospects to
select the best time
Add prospects to list and send
personal one-to-many
campaigns
Set up sequences or cadences
for automatic email follow-
through
For high velocity Selling
Tee’s up next calls with dialer
capabilities
Often includes call scripts and
email templates
Automatic Presentation Bldg
Some can insert key data from
CRM and elsewhere
Ability to track engagement
Makes the right content
readily available to sales
Some use machine
learning to recommend
Using Webcam or smart
phone
With engagement tracking
Ability to send & track
swag to prospects
Tech
Capabilities
Examples
How to Engage & When
29. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Phone & Email,
Online Meeting
Meeting Schedulers,
PowerPoint,®
Outreach Email Workflow
Sales Prospecting &
Engagement,
Presentation Builders
Sales Enablement,
Video Selling,
Personalization/Social
Tactile Selling
AI Email Outreach,
Buyer Portals,
AI Mtg Note Taking
More advanced give
Personal Mtg URL’s and
don’t require
downloading
Ability to share screen
Ability to record
Personal links for prospects to
select the best time
Add prospects to list and send
personal one-to-many
campaigns
Set up sequences or cadences
for automatic email follow-
through
For high velocity Selling
Tee’s up next calls with dialer
capabilities
Often includes call scripts and
email templates
Automatic Presentation Bldg
Some can insert key data from
CRM and elsewhere
Ability to track engagement
Makes the right content
readily available to sales
Some use machine
learning to recommend
Using Webcam or smart
phone
With engagement tracking
Ability to send & track
swag to prospects
Human-like lead outreach
to increase sales efficiency
Customized landing pages
with sales rep contact
details and personalized
content
Some have interactive
chat-like capability
Transcript service bot that
“joins” each sales call
Tech
Capabilities
Examples
How to Engage & When
30. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
PowerPoint,® Spreadsheet ROI Calculators
Buyer Consensus,
Value Selling
Reference Management Channel Management
Interactive Tools that allow a
salesperson or prospect
quantify ROI
Can be posted on websites
and used for lead gen
Identify & map buying team
members & sentiment
Identify at-risk deals based
on sentiment
Expected (& realized ROI)
Turn spreadsheets into
sophisticated models
formatted for prospects
Quantify “do nothing” costs
Platform to manage
customer reference
collections
Manage customer
reference requests
including matching the right
reference customers
Track & report revenue
impacted by customer
references
Make branded content
available to Resellers
Visibility into partner sales
activity
Control messaging & brand
Some include self-help
tools and training content
Some include collaboration
Tech
Capabilities
Examples
Why Buy and From You
31. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ
Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Send documents
electronically for prospect to
sign from any device.
Some will automatically
create the right signing fields
based on proposal templates
Automatic creation based on
CRM data
Can create with personalized
branding
Ability to quote quickly from
with CRM
Eliminates mistakes in
product configuration
Prevents mispricing or adding
unavailable items.
Some include guided selling
Usually for companies with
hundreds of SKU’s
White-Space Analysis to
increase wallet-share
Sales Process
Reinforcement
Complex deal planning and
collaboration
Risk-Identification
Map capabilities to your
customer’s requirements
Workflow functionality to
automate process & tasks
Streamlines Sales activity
management
Pre-approved templates
Approval & Signature
Routing
Redlining Processes
Contract Repositories
Tech
Capabilities
Examples
How to Close
32. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Spreadsheets CRM
Customer Experience
& Success
Customer Engagement
Revenue Management
Renewal Management
Identify abnormal customer
engagement patterns
Capture usage data and craft
personalized messaging to
groups and individuals
Track patterns across
products and departments
Develop a Success Plan to
deliver value and plan for
expansion
360-degree view of your
customers
Unified Customer
Interaction Data
Automatic call tracking
and logging
Key Drivers affecting
Revenue
Revenue Recognition
Compliance
Revenue Allocation
Recurring Billing
Recurring Revenue
Subscription Management
Retention/Upgrade Analysis
Tech
Capabilities
Examples
How to Up/Cross-Sell & Renew
33. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Spreadsheets CRM
Sales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Territory Management
Tools to more easily design
incentive plans
Manage complex
configurations and formulas
Track and Manage
Commissions
Many include Sales Rep
portals
Easily spot inaccuracies
Real-time alerts on forecast
changes (& why)
Automated, real-time roll-
up for timely visibility
Deal Scoring prioritization
Deal specific coaching
Pipeline quality and velocity
analysis
Assess and quantify
opportunity and workload
for accounts & geographies
Align territory potential
with sales capacity
Prevent over-under
allocation
Keep account and territory
lists up to date
Tech
Capabilities
Examples
Management, Admin, Forecasting & Ops
34. #B2BMXNancy Nardin @SellingTools
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Face-to-face Training Sales Portal
Skills Development &
Reinforcement,
Gamification
Video Practice &
Role-Play
Sales Call Recording &
Coaching
Mobile access stimulates
engagement
Information and insights
delivered and quizzed in
small increments reinforced
over time.
Some offer coaching hubs
Practice by recording
pitches & demos
Managers have access to
review
Some have peer
collaboration
Listen to calls at key
moments
Identify coaching
opportunities
Feedback & Notation
capability
Identify best-practice
Tech
Capabilities
Examples
Skills Development, Measurement & Reinforcement