If you’re in sales, you’ve likely had one of those days where you feel like cold calling is getting you nowhere. You can’t catch a break, regardless of who you call or how many times you pick up the phone. We’ve all been there; in fact, 40% of salespeople believe that getting a response from prospects is becoming more difficult. However, in the larger scheme of things, it is important to remember that with the right processes and tools in place, cold calling does work.
Now, that doesn’t mean that if you keep calling and calling you’ll eventually close a deal; the proper training, script adherence, and technology are all factors that will contribute to a rep’s success over the phone. So, what does this mean for reps?
Cold calling is worth your time and the rejection you will inevitably face. However, limiting that rejection by increasing sales call effectiveness with the help of a sales acceleration tool means boosting revenue AND morale. So, here are a few ways to persevere and increase your team’s call effectiveness.
To improve sales call effectiveness, start by utilizing a sales acceleration tool to figure out what works.
As a manager, make sure your organization is gathering the metrics that matter. By implementing a tool that tracks the number of calls reps are making, how many calls it takes to set an appointment, and so on, you can begin to narrow down the best days and times for reps to call, optimizing their time and effectiveness.
From there, listen to call recordings to narrow down what the most successful reps are saying and replicate those behaviors across your sales team. Coaching and training based on metrics will ensure that you are setting your team on the path to success. Click here, if you don’t yet have the tools or resources to do so.
Ask the Tough Questions
As a manager, ask yourself, are my reps calling the right people? Are they reaching out to decision makers? Are they conveying the right message to my potential buyer? All of these questions factor into conversation intelligence and call effectiveness, as they can determine whether or not you get someone on the phone and, when you do, if the call goes well or not. Listening to recordings of your reps’ conversations to fine-tune their delivery is an effective way to improve phone performance. Sometimes even the smallest tweaks can make a difference.
Further, look at your team as a whole. Who is successful and why? Listen in on a call with a top performer at your organization. If you notice something they are doing differently, try to replicate that successful behavior on your own calls. It’s a process of trial and error.
Finally, analyze rep performance on a daily basis. When you take advantage of a sales acceleration tool on a daily basis, you can target any issues that reps may be having before they turn into bad habits. Utilizing a sales tool is not only beneficial for managers; dashboard performance statics let reps know where they stand in terms of call effectiveness, alert them to when improvements are needed, and foster a sense of healthy competition amongst peers.