I Wanna Track My Sales Team’s Outbound Calls
I hear this all the time (in reference to the title), actually, I don’t hear this all the time...I hear this occasionally from smart sales managers who understand you can’t simply hire sales people and expect them to sell without holding them accountable. The rest of the VPs, Owners and Sales Managers think that somehow holding your sales team accountable, particularly with regard to their telephone work, is punative or demoralizing and that they simply can't ask their sales people to record and track their phone calls.
I'm sorry, but this is absolutely outrageous! That line of thinking, is counter productive in many ways: 1.) By not being willing to hold your sales team accountable you create a culture of entitlement (even if your sales people are awesome people and have the best intentions) 2.) Without measurement tools in place like outbound call measurement you will always have more dramatic peaks and valleys in production. 3.) You will not be able to develop a scalable sales force from the stand point of retaining and promoting existing sales people and more importantly orienting and training new sales people.
Tracking and recording your outbound sales calls provides critical insight into how your sales process truly functions and this information should be organized and used as part of your day-to-day performance evaluations, and then used as a benchmark for training and rewarding. This is called "in-prossess evaluation" as opposed to "end-result evaluation."
You can start using outbound call tracking within a matter of minutes and get your staff using it with about 30 minutes of training. Run the program for 30 days and have THE most productive sales meeting you've ever had.
RPitz
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