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Run KPI‑First 1:1s Using Brevity

A practical, 30‑minute coaching format that links Brevity insights to real business outcomes—and turns practice into performance.

 

We’re currently transitioning our admin model from Team > Group to Organization > Team > Group, with admin roles becoming Organization Admin and Team Admin. As a result, some language in this article (for example, references to “Team” or “Group”) may not exactly match what you see in the product today. The underlying functionality described here remains the same, even if the labels and hierarchy in your app look slightly different while we complete this transition.

When to use this

  • You want your 1:1s to improve meetings set, objection conversion, or time‑to‑win—not just Brevity scores.
  • You need a repeatable agenda that fits in 20–30 minutes.
  • A rep has uneven results and you want to isolate one behavior to change this week.

Prerequisites

  • Team Admin or Group Admin access.
  • Familiarity with reports: milestones, statement scores, Start/Stop/Continue, and rep self‑assessment.
  • Optional: Your CRM or meeting data for the KPI you’re targeting.

Pick the KPI first

  • Common choices:
    • Meetings set rate (connects to the Close milestone)
    • Objection conversion rate (e.g., “send me info,” “no timeline”)
    • Time‑to‑win in the scenario (faster path to target milestone)
    • Meeting‑to‑opportunity conversion (quality of Discovery)
  • Baseline and goal example:
    • Baseline: Meetings set = 18% last week; Goal: 25% in 2 weeks.

Suggested 30‑minute agenda

  • 3 min: Align on goal and KPI
    • “Today we’re lifting meeting set rate from 18% to 22% by tightening the close.”
  • 7 min: Evidence review in Brevity
    • Confirm target milestone pass/fail and any recurring non‑target misses.
    • Scan average statement score in mode context (Scripts vs Hints/None).
    • Listen to 1–2 clips around the limiter (e.g., closing ask). Compare to the rephrased example.
    • Tech check: If low scores look odd, scan transcript/audio and the rep’s self‑assessment for technical issues before coaching the skill.
  • 10 min: Focused drill
    • Re‑run just the missed milestone (e.g., close or objection handling).
    • Scripts mode: Practice critical lines verbatim (open, discovery prompt, recap, close) to lift statement scores.
    • Hints/None: Replace filler with a clear intent + direct ask or question.
  • 5 min: Commitments tied to KPIs
    • Define 1–2 SMART commitments that link practice to live outcomes:
      • “Pass the target milestone in 3 of the next 4 attempts and book 5 meetings this week.”
      • “Raise ‘send me info’ objection conversion from 12% to 18%.”
  • 5 min: Assign practice and field test
    • Assign 2–3 short Brevity runs focused on the limiting milestone.
    • Define one live‑call experiment and how you’ll track it in CRM or your meeting tool.

Coaching plays that reliably move KPIs

  • Meetings set rate: Clear recap + direct ask with time options; avoid hedging (“Would it make sense…”).
  • Objection conversion: Acknowledge → Probe → Reframe → Close; don’t skip the probe.
  • Time‑to‑win: Earlier discovery signal + earlier placeholder close; reduce small talk/filler.
  • Meeting‑to‑opportunity: Two layered discovery questions that surface pain and impact before pitching.

Use the rep’s self‑assessment

  • Ask the rep to fill the feedback box at the end of practice describing what they tried and any tech issues.
  • Start the 1:1 by validating or clarifying their note; it speeds diagnosis and avoids misattribution.

Examples of KPI‑linked commitments

  • “Increase average statement score from 73 to 78 in Scenario A; track a 3‑point rise in meeting rate.”
  • “Pass objection handling milestone in 4 of 5 attempts; improve ‘no timeline’ conversion by 5 points.”
  • “Cut average time‑to‑win by 20% by asking for the next step after first clear benefit.”

Mode guidance for 1:1 practice

  • Scripts mode: Use when precision and 90+ are the goal; coach to verbatim lines at critical moments.
  • Hints/None: Use when testing adaptability; judge success by milestone consistency and clarity over chasing 90+.

If a top performer posts a low score

  • Mode check: In Hints/None, 81–85 is phenomenal by design; 90+ isn’t expected.
  • Tech check: Review transcript/audio and the rep’s self‑assessment; flag issues with the role play link, timestamps, device/browser, and mic/headset.
  • Difficulty: Consider harder scenarios or edge‑case objections to maintain challenge.

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