Coaching your reps

What the call grader heard on your team's calls, per rep. Team → Coaching. Owners and managers only.

What it is

LeadBind reads the transcript of completed calls and records what actually happened in the conversation: which objection came up, what the rep said back, whether it worked, and where the call fell apart. That has always existed. Until now it was only visible to the rep it belonged to, so a manager had no way to see the pattern across a floor.

This is that same material, read across everybody at once.

What you get, per rep

Graded calls. How many of that rep's calls the grader has material on, over the period. This is the denominator for everything else on the card, and it is counted in calls, not in findings, so one call with three objections on it still counts once.

Plays that worked. Of the graded moments where the outcome was recorded, how many went the rep's way. It is always shown with its own denominator, as "60% of 5", because a hundred percent of one call is not a hundred percent.

Grader confidence. How sure the grader was about what it extracted. This is not a score of the rep. It is a measure of how clean the transcript was and how clearly the moment read. A low number means go and listen, not that the rep did badly.

Most common drop stage. Where that rep's calls tend to end. This is usually the most useful thing on the card, because it is specific enough to act on: a rep losing calls at the same point every time has one problem, not a general one.

Top objections. The three that came up most, with counts.

Recent graded calls. Links straight to the calls themselves. Read the transcript before you coach on it.

There is no grade

LeadBind does not score your reps out of ten, and this page will never show a number that claims to.

That is a deliberate refusal, not a missing feature. The grader records what was said and what happened next. Turning that into a single mark would mean inventing a weighting nobody agreed to, and then managers would coach to the mark instead of to the call. The counts are real. A score would not be.

How to actually use it

Read the drop stage first. It is the one number that names a specific moment you can rehearse.

Then the objections. If one objection is beating a rep repeatedly, that is a script problem or a rebuttal problem, and both are fixable in an afternoon.

Then open a call. Every conclusion here should end with you listening to something. See Calls and outcomes.

Compare the rep to themselves, not to the top of the board. Last month against this month. The strongest closer on your floor has a different list of objections because they are getting further into calls, and ranking on this page would punish that.

When the page looks empty

"No graded calls in this period." The query ran and there is nothing. Either the calls were too short to grade, or the period is too narrow. Widen it to 30 days.

Reps missing from the list. Only reps with graded calls in the period appear. A rep who made no calls is not shown as zero.

An error message instead of a list. That is not the same as empty, and it is written differently on purpose. Something failed to read. Reload, and tell us if it persists. See Get help.

Related

• Invite your team: roles, seats, and the floor callbacks list
• Calls and outcomes: what each outcome means
• The dialer: the live coaching a rep gets during the call itself