How a Business Development VP coaches at scale with Outreach

As Outreach’s Global Sales Development Leader, Angela is focused on building qualified pipeline. Here’s how she uses data from Outreach to understand where and how to coach her reps. 

She begins her day with the daily activity report. This report helps her understand whether her team is engaging in the right activities, speaking to the right people, and using the right messaging across their emails and calls. 

Angela also looks at sequence performance to understand the sentiment of the responses reps are receiving, especially objections, to give her team specific, actionable feedback on their prospecting strategies.

Finally, she looks at Kaia team trends to see what’s happening across her teams’ calls and meetings. Focusing on metrics like talk time percentage and monologue length help her spot opportunities for coaching — and shout out the reps who are consistently following best practices.