Mark Kosoglow

Chief Revenue Officer (CRO)

Are your customers your growth engine? They should be.

As a teenager, watching 14 videos in the back storeroom on a 7" black and white TV to learn how to sell shoes at the mall was a great foundation. Running a small business with 200+ employees showed me how to be organized. Creating a highly profitable sales territory from one dead for a decade was hard work. Managing 12 salespeople across 9 states cemented my sales philosophy. Getting one of the fastest growing SaaS companies in history to $250M+ in revenue taught me how to balance scaling and delivering a world class customer experience.

Working with a customer-centric team with, by far, the best, smartest, hardest working people I've ever worked with....well, that's an honor and privilege I get to enjoy everyday.

CFO - Chief Fun Officer

Doing dad stuff, exploring interesting and fun opportunities...cookin' up something SPICY!

I love coaching reps. Quick debrief after a call? Yes please!
But, it always felt a bit random, which makes me feel I'm missing something.

What's worse is coaching is the most high value activity managers do.

I tried to use call scorecards several times, but they never lasted long.

Create a rubric, listen to the call, score the call on the rubric, review with rep.

Sounds so easy and organized, BUT it never worked. WHY?

1. Rubrics are hard to create →

How many items is too many? Not enough? What’s most important? How do we make this complete but not so cumbersome it’s a pain to do? What did we forget? When was the last time this was reviewed? Did we launch anything that impacts the rubric?

2. Rubrics are hard to score →

They are often subjective (one manager thinks it’s a 5, but another give is a 3). 

There are also “roll ups” of things that were dynamic through the call. Example: How was the rep’s tone in the call? What happens if it was bad but got better?

3. Too many calls, too much time →

If a manager has 8 AEs, and each AE has an an average of 15 calls per week. 
Team has 120 total meetings.
Each call is 30 mins of average.
A manager has 60 hrs of calls (30 hrs if you run on 2x).
There are discos, demos, negotiations, onboarding, roadmap calls.
So, 30 hrs of 6-8 diff types of calls to score.
Got different regions and segments and it gets worse quickly.

4. Hard to sustain →

Sure, you can do a couple call coaching blitzes, but over time, I've found getting managers to do this consistently and thoroughly never lasts. 

I finally gave up on scorecards.



Then, came AI. The always-on manager that can score anything.

I recently saw Glyphic has AI scorecards.

The AI looks at every call, scores it, creates rep insights.

This is what sales management was always supposed to be, but it never got there.

If the future of buying is a personalize, relevant, self-paced engagement that teaches the buyer everything they need to make the best decisions, then the future of selling is a personalized, relevant, self-paced engagement that coaches the seller on everything they need to help buyers make the best decisions.

You couldn’t do this.

It was impossible...took too long, too subjective, too random.

Now, you can.

If you stop learning as a rep, that’s on you.

If you aren’t being coached by a manager, that’s on them.

Will there be some wrong advise and scoring? Sure.

But, the consistency in it being down and how it is being done outweighs that.

We should #neverstoplearning.

This is a perfect application of AI to overcome a human problem.

Everyone has AI. Humans are the differentiators.

Tim Claudin

Pavilion

Executive Member

Balto

AI is here and isn't going away. Balto is AI for your Contact Center made easy.

VP of Sales

Director of Sales

Increase conversions, deliver a world-class customer experience and decrease ramp time with Balto’s Real-Time Guidance for contact centers.

Balto is the #1 Real-Time Guidance for contact centers. Powered by AI, Balto listens to both sides of a conversation and visually prompts agents with the best things to say, live on every call. Scale “perfect” to thousands of agents with the push of a button and get immediate insight into what’s working and what’s not.

Learn more about the #1 Real-Time Guidance platform at https://balto.ai.

Enterprise Account Executive

Balto understands conversations as they happen, powered by AI. Agents become the best communicators possible by receiving visual prompts with the best things to say on every call. 

There's no clicking, just talking to ensure the conversation is the focal point of every interaction. 

In a time where great conversations are desperately needed, make every call your best call.

Account Executive

TopOPPS

TopOPPS helps sales reps to get more data into the CRM in a fraction of the time leaving them more time to sell. The increase in clean data combined with learning algorithms enables the AI to direct sales management to areas in the sales process that need improvement and to coaching opportunities with sales reps. TopOPPS automates the sales process to improve CRM adoption, sales process execution, pipeline visibility, sales performance, and forecast accuracy.

Sales Development Representative

Holy Infant Catholic Church

Director of Youth Ministry

Aerotek

Recruiter

GTM Exec | VP of Sales | Revenue Leader | Authentic Communicator

Growing up I had always thought that sales = sleazy. 

Turns out it's creative, compassionate, challenging, exciting, diverse, and something I've come to love.  I get to talk to new people every day and serve as a catalyst to a potential solution to make their business (and maybe) life much better. 

 

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The Battle

Mark Kosoglow

Tim Claudin

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taplio

The Battle

Mark Kosoglow

Tim Claudin

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Mark Kosoglow's LinkedIn Performance

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