Jag Reddy’s success as an AE at Docebo can be summarized in two words: sales process.
Coming out of university, his job was to fix processes at companies, eliminating activities that didn’t add value and streamlining the process.
So when he entered sales, one of the first things he did was try to figure out how he could structure his work and standardize his calls.
And for that, he uses Dooly.
“I think the key benefit of Dooly in my workflow has been structuring my own process, my own sales cycle.”
Jag uses Dooly to create templates for the discovery phase and the demo phase, plus fields and checklists.
“I actually got lucky because I started doing this early, when my pipeline wasn’t as full. So I got the hang of it. And now that pipeline’s getting a bit more full and everything’s a lot more crazy, Dooly is what I credit to kinda keep me on task.”
Jag has task lists and templates for every opportunity. So whenever he starts a template, all of the tasks are already prefilled. “And then I simply add dates to them, and I go through every day. I wake up, I turn on Dooly. I see what tasks I have to do for the day based on all the opps and based on all my preplanning, and I just attack. I just go, go, go and once I’m done on my tasks, I know I have done all my follow-ups. I’ve done all of my processes that I had to for today. And that stress of, oh, this might be looming, you know, did I forget something that’s gone? That to me is the biggest key.”
Want to take a look at Jag’s discovery template and how he uses it? Check out this video:
Standardizing the Sales Process Across the Organization
Jag thinks that sales leaders face a problem when they have high-performing reps, medium-performing reps, and reps that aren’t anywhere close to their quota. That speaks volumes to how their sales process isn’t standardized.
“Everyone has their styles, but there are core foundational steps that need to happen within our industry, within our company to sell our own product. And if a rep can’t follow those in a sequential standardized manner, you’re gonna have various results. So having Dooly, they can set that up and it’s super flexible.”
He thinks that Dooly’s value is that it can duplicate the efforts of the best reps and standardize sales across an organization. For example, Jag created a pricing template of some of the best questions his team asked when discussing pricing. Now, other teammates have started using the template to structure the pricing conversation.
“If as a team, you’re all working off the same playbook, you’re sharing information, you’re testing out part of your processes, you’re understanding what works, what does not work. Maybe we should take this step out of our template. Or let’s take this template out of our process, it’s not working. Maybe let’s add a couple of fields for information we got together.”
Jag sees Dooly as a process improvement tool for sales. “In any process improvement tool you’re constantly working, you’re improving something, you’re seeing how it reacts out there in the wild. You come back with the data, you look at your process, you see what’s working, and what’s not, you reevaluate, you recreate, you go out, retest, and monitor. Right? That’s all you have to keep doing. So with something that’s as flexible as Dooly, that you can pull fields in and out, create checklists, things like that. That’s the flexibility. And that’s the beauty of it.”
Finally, a sales process that gives you the freedom to sell.
Use Dooly to keep your deals on track, and your manager off your back.
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