As soon as we started working with Stone Street Capital earlier this year, I knew that our solution would complement the forward-thinking coaching techniques and regimen Gary already had in place.
Chevy Chase, MD (PRWEB) December 11, 2013
Stone Street Capital, America’s oldest and most trusted lump sum company, has seen dramatic results from its recent implementation of TeamVisibility, a cloud-based call recording and sales performance management platform.
Gary Milwit, SVP of Sales Stone Street Capital and former athletic coach himself, wanted to put TeamVisibility to the test. He designed a controlled study in which a group of 15 sales reps used TeamVisibility, while another group of 15 continued with their existing coaching regimen and call recording solution.
After 90 days, in comparison to the reps using the existing system, the 15 reps using TeamVisibility
- Brought in 25% more revenue
- Closed 20% more deals
- Achieved a 10% increase in gross profit per deal
Stone Street Capital’s success is an example of how TeamVisibility’s updated platform can help teams improve sales by letting managers and reps review sales call recordings, just like professional athletes using game film. Milwit’s response to the results: “We need to get the rest of our team on TeamVisibility...now!”
TeamVisibility establishes a complete sales coaching workflow, positioning the sales rep as the driver of their own success, and allowing entire teams to implement a system of continuous improvement. Sales reps’ calls are captured and stored in the cloud, where reps can evaluate, score, and share them with their sales manager. Managers then listen to the reps’ calls, review their scores, and offer individualized feedback. Reps and managers alike can flag specific call clips and store them in a best practice library, allowing the whole sales organization to learn from one another and create a performance-based culture.
Carmen Facciobene, CEO of TeamVisibility, is thrilled by the results of the study: “As soon as we started working with Stone Street Capital earlier this year, I knew that our solution would complement the forward-thinking coaching techniques and regimen Gary already had in place. Gary and I are both proponents of making sales coaching more efficient and effective, and these results show that TeamVisibility makes that possible.”
Stone Street Capital and TeamVisibility have renewed their partnership for 2014 and will continue to measure the impact of TeamVisibility on sales performance in the new year.