From Calls to Insights: How to Use Kixie and Gong for Advanced Sales Reporting

Integrating Kixie with Gong opens up new possibilities for advanced sales reporting that goes beyond simple call metrics. With Kixie’s detailed call data seamlessly syncing to Gong, sales teams can tap into robust reporting features that analyze call performance, customer sentiment, and key engagement trends. This guide will show you how to harness Gong’s insights on Kixie data to build actionable reports, set up performance-tracking notifications, and create automated reports that drive effective sales strategies.

1. Leveraging Gong’s Insights for Data-Driven Reports

With Gong’s insights on Kixie call data, you can create detailed reports that reveal the performance of your sales team, track metrics over time, and identify patterns that affect success rates. Here are some steps to build effective reports using Gong’s data analysis tools:

• Set Up Key Performance Metrics: Define critical metrics you want to track, such as call duration, talk-to-listen ratio, sentiment analysis, and keyword spotting. These metrics allow you to measure factors impacting call outcomes and highlight opportunities for improvement.
• Identify Top Performers: Gong’s reporting can compare Kixie call metrics across reps, helping managers spot high performers and identify the techniques they use. These insights can be used to create training material based on successful strategies.
• Analyze Trends Over Time: Track performance metrics over days, weeks, or months to see trends. For example, if talk-to-listen ratios have decreased but sentiment scores have improved, this may indicate that reps are listening more actively, resulting in better responses from customers.

2. Building Actionable Reports for Sales Strategy

Using Gong’s capabilities with Kixie data, you can build reports that directly inform your sales strategy, focusing on actionable insights that drive results. Here’s how to create impactful, strategy-aligned reports:

1. Use Keyword Analysis to Optimize Scripts: Gong’s keyword tracking reveals which phrases resonate with customers or trigger objections. For example, if specific words are consistently associated with negative sentiment, consider adjusting scripts to remove or replace them.
2. Track Objection Handling and Closing Rates: Gong allows you to tag key moments, like objections or closing attempts, across Kixie calls. Analyzing the success rate of different responses provides insights into effective objection-handling techniques, which can then be incorporated into team training.
3. Focus on Sentiment Analysis: Gong’s sentiment analysis captures customer reactions throughout the conversation. For instance, understanding when sentiment shifts during a call (e.g., after a product pitch or pricing discussion) allows sales managers to refine approaches at crucial points in the script.

3. Setting Up Automated Notification Triggers for Key Metrics

Automated notification triggers in Gong allow managers to stay updated on key metrics without manually checking reports, making it easy to catch potential issues or identify achievements in real time. Here’s how to make the most of Gong’s notifications on Kixie data:

• Set Triggers for Low or High Talk-to-Listen Ratios: By setting up notifications for out-of-range talk-to-listen ratios, managers can immediately spot reps who may need to adjust their approach. If a rep’s ratio is high, for example, it may indicate they’re talking too much and not engaging the customer.
• Create Notifications for Keyword Usage: Set up notifications to alert managers when certain keywords are used, such as terms indicating interest or objections. This can help track potential leads or provide real-time coaching opportunities based on specific call events.
• Monitor Sentiment Fluctuations: Notifications based on sentiment shifts allow managers to jump in and provide feedback or adjust strategies in response to customer reactions. If negative sentiment is detected, managers can quickly intervene and offer guidance to the rep.

4. Using Automated Reports to Guide Team Strategy and Performance

Automated reports generated by Gong using Kixie data provide managers with regular updates on team performance and key metrics, supporting ongoing strategy adjustments. Here’s how to use these automated reports effectively:

1. Set Up Weekly Performance Summaries: Use automated reports to receive weekly summaries of team performance, capturing key metrics like total call volume, conversion rates, and sentiment analysis. This weekly snapshot keeps sales managers informed and ready to adjust strategies as needed.
2. Identify and Track KPIs for Each Sales Rep: Automated reports tailored to individual reps’ KPIs provide valuable insights into strengths and areas for improvement. For example, if a rep has high call volume but lower conversion rates, focus training on improving engagement and closing techniques.
3. Track Goal Progress with Monthly Trend Analysis: Monthly reports that capture long-term trends can help you assess progress toward goals, like improving customer sentiment or reducing talk time. Managers can use this data to evaluate the effectiveness of recent strategy changes and make adjustments for the upcoming month.

5. Transforming Insights into Actionable Sales Strategies

Using Gong’s insights from Kixie data, sales managers can develop data-driven strategies that align with customer needs and team strengths. Here are ways to turn reporting insights into actionable sales strategies:

• Develop Custom Sales Scripts: Create scripts based on keyword analysis and sentiment insights, focusing on language that yields positive responses. Gong’s keyword tracking helps refine messaging to match customer preferences and reduce objections.
• Implement Training Based on Top Performer Metrics: Benchmarking top performers allows managers to identify effective techniques and integrate these into broader team training. For example, if high-performing reps have a specific approach to objection handling, it can be used as a model for others.
• Optimize Follow-Up Cadences: Use insights from call and SMS data to determine the optimal timing and frequency for follow-ups. If data shows higher engagement after two follow-up attempts, you might adjust cadences to match this frequency.

6. Measuring the Impact of Sales Strategies with Continuous Reporting

Ongoing reporting ensures that sales managers can measure the success of their strategies and adapt based on real data. Gong’s reporting features make it easy to track the impact of strategy changes over time. Here’s how to create a feedback loop using continuous reporting:

• Review Strategy Metrics Regularly: Set aside time each month to review key metrics in Gong, focusing on conversion rates, talk-to-listen ratios, and sentiment shifts to assess strategy effectiveness.
• Adjust Scripts and Approaches Based on Data: If a particular strategy isn’t yielding results, use Gong’s data to identify weak points and make iterative improvements to sales scripts or rep training approaches.
• Refine Long-Term Goals: Continuous reporting allows managers to refine long-term objectives, using trend data to set achievable goals based on observed performance patterns.

Unlock the Full Potential of Kixie and Gong for Sales Success

Integrating Kixie with Gong empowers sales teams with comprehensive insights and advanced reporting that fuel a data-driven sales strategy. From building actionable reports to setting automated notifications and creating continuous feedback loops, Kixie and Gong together provide the tools to optimize performance and exceed sales goals.

Ready to take your sales reporting to the next level? Try Kixie for free today and experience the full power of advanced reporting with Gong’s analytics to drive your team’s success.