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Monitoring Sales Meetings from Different Perspectives in WebEx

If you're the sales manager, you can make use of a unique feature that enables you to observe your sales reps in action with accounts. Because nobody will know you're attending, this is called silent monitoring. Using this feature helps you to coach your sales reps. This ability is usually restricted to managers by your site administrator.

Another handy feature allows a meeting host to see your meeting from your prospect's perspective. Being able to see the meeting from the participant's perspective helps you get another look at your own presentation so that you can fine-tune it. During a meeting, the host opens another browser window and goes to My Meeting on his or her WebEx site. Click the Prospect View link there, and you'll join the meeting, seeing what the participants see.

Finally, there's another monitoring feature called the Participant Attention indicator. This icon tells you a couple of things about the prospect's desktop that allows you to know whether he or she is paying attention or playing Minesweeper: The indicator appears next to a name in the Participant's panel if that participant has either minimized the meeting client window or opened another window on top of the meeting client window.

If your prospect joined the meeting as a group huddled around a single PC and they entered the name of each person in the group, you'll only see a group icon in the Participants List. Click the group icon to see a list of all the folks attending.

What do you do if you find your meeting looks dull from the participant's perspective, or if she keeps opening other windows on her desktop? Time to spice things up. Ask some interesting questions in chat, or have the current presenter ask the prospect to share a document or application with others in the meeting.

Another great way to know how your prospects experience your meeting is to encourage them to fill out the feedback form that appears automatically when the meeting ends.

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