Sales Strategy & Enablement by Revenue.io

1119: Upskill Sellers Through Practice, Not Training with Josh Kamrath

Dec 27, 2022

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Josh Kamrath is the CEO of Bongo, a skills validation and sales enablement tool that helps sellers put their knowledge into action. Josh digs into how their asynchronous format allows their users to demonstrate their skills and competencies in an authentic way by leveraging AI feedback and coaching.

Josh shares some of their more common use cases, such as helping salespeople overcome objections, as well as providing real-time feedback to both the salesperson and their manager. There is a trend today where sellers receive a ton of training but not enough practice—and Bongo helps to bridge this gap.

HIGHLIGHT QUOTES

Explicit Monitoring Theory states that people are overly self-conscious with a "Big Brother" type of setup - Josh: "When you're being monitored on a high-stakes, high-consequence conversation, there's no reason to put more stress into that equation. I'd rather and our users would rather practice and prepare for that stressful high-stakes conversation, and that's really where Bongo's focused."

Encourage sellers to become better in a judge-free, practice environment - Josh: "That's been our philosophy is encouraging practice, creating mechanisms or workflows to have automated feedback take place so it's like we were saying, it's not judgy. It's encouraging of that behavior."

Practice sellers on the things that make a difference in sales - Andy: "Like Bongo, if companies want to use it correctly it helps people practice on the things that actually do make a difference because product knowledge doesn't make a difference because it's out there. What makes a difference is, say, building credibility and trust or asking the right questions."

Find out more about Josh in the links below:

LinkedIn: https://www.linkedin.com/in/joshkamrath/
Website: https://bongolearn.com/