Managers need to understand how each of their sales team members is performing. This means getting to know details of their sales calls to identify best practices as well as challenges. But, with sales teams working remote, sitting next to your reps and listening in to their calls is no longer an option. Investing in a call recording system will enable you to access crucial data on your sales team by simply listening to their calls.
Call recording will not only help you to know how your sales reps talk to prospects and close deals but also identify areas that stifle conversations – losing your team winnable deals. This information is critical when you are devising strategies for optimizing lead conversion and sales.
Here are 7 ways you can improve the performance of your sales team with a call recording system:
Improve Sales Training
When you listen to calls, you can easily evaluate the performance of each sales rep. That is, you can tell: if they highlight the points that matter when talking to clients, how they navigate conversations where customers object to their proposals and what their key weaknesses or strengths are. You can use this information to offer personalized coaching sessions for each sales rep. Recorded telephone conversations can also be an asset when training new sales reps to acquire new skills to navigate the challenges they will be facing.
Improve Your Marketing Messaging
Knowing the content of conversations between your sales reps and prospects or returning customers will give you insight on just how good your marketing messages are resonating with them. Listening to recorded calls on your call recording system gives you an opportunity to identify pain points as well as areas of objection that you can address by crafting the right messages. Remember, it is not about the number of calls your sales reps are making but the quality of the messages. Your marketing messages are only good if they are powerful enough to drive traffic, increase sales and boost branding.
Rectify Listening Gaps
The best sales rep must have the greatest active listening skills. The reason for this is simple. You first need to understand the needs or identify gaps and pain points. Thus, it shouldn’t be about getting a sales pitch out but engaging prospects. Managers can use advanced technology like call recordings to demonstrate those areas where sales reps need to engage prospects to help them solve their problems while at the same time closing a sale.
Single Out the Challenges of Your Sales Team
By listening to call recordings, you will likely find instances when sales reps had a challenge closing a sale. This may be because the lead didn’t quite understand the value proposition or the benefits of the solution you are offering. In some cases, prospects may be asking questions that are too technical for the sales rep to answer. When you review calls, you can identify such challenges by addressing them and equipping the sales reps with the right skills to answer.
Gain Insight into the Quality of Leads
Listening to recorded calls lets you know how far the leads are in the sales funnel. Having a call recording system makes it a lot easier to determine what needs to be implemented to increase conversions from inbound calls. Moreover, you can also guide you on how to identify opportunities from these conversations that can result in more sales. This may be something as simple as having a free trial for a couple of days before committing to purchase.
Improve Sales Strategy
What better way to improve your sales strategy than to have the right information on what is working or not? Taking time to understand the questions prospects ask, the issues they object to and how your team handles these objections will help you to address important issues about your product or service that affect sales. You may just realize that you need to include in-depth tutorials or offer a lot more information about the product.
Call Recordings Serve as a Point of Reference
When you record calls on the call recording system, you can always go back to them in case you need to refer to something. This is particularly important when you need practical examples for use during training or if you have to deal with legal issues such as compliance and the like.
A call recording system is a gateway to solving many challenges that sales reps may be experiencing. Moreover, it also helps to inspire the best performers as they too can access data on their calls and gauge their performance.