Sales managers have the privilege of looking at analytics and dashboards to gain insight into the performance of their sales reps. However, sales calls can also offer a newer perspective that is not obvious from looking at the metrics and analytics.
Call recording software allows managers to listen to conversations between their sales reps and customers at their own time. This means that as a manager, you don’t have to randomly listen in as your reps are reaching out to customers just to identify a training need. Managers and sales reps alike can use call recordings to gain deep insight into their efforts without hurting the prospect’s or customer’s trust.
How Call Recording Improves Sales
Call recordings are a great tool for sales reps who want to hone their craft and managers who want to exceed their targets. Here are ways you can leverage phone call recording for your sales and marketing efforts:
Call recordings let you know when to improve your sales strategy
By listening to recorded conversations, sales managers can tell when to optimize their sales strategies based on real life experiences. Recordings help managers to begin asking critical strategic questions like what kind of objections are customers continuously raising and why?
What are some of the common questions that prospects are seeking answers for and are we providing the right solutions? How many sales reps are actually able to overcome obstacles?
These questions are important because they eventually determine whether you need to consider rebranding your product, being more aggressive with the sales or you simply need to offer more.
Improve sales training
Listening to a cross section of your team member’s calls will help you understand a couple of things about your sales reps. For instance, you can tell how each of them is performing, how they are overcoming and whether they are hitting the main talking points. Recordings also present managers the opportunity to identify the weaknesses and strengths of sales reps.
This information is important in helping you to come up with personalized training. When you coach your reps properly based on the insight from the call recording, you can be sure they will reach their maximum potential This is a positive step towards meeting sales quotas.
Gain insight into the quality of leads
Call recordings will help you tell if the marketing department is handing off leads to the sales team when they are far from being sales ready. This can be a big problem because it will be difficult to close sales and all the leads are wasted. When you listen to recorded conversations, you can tell if the leads need to be incubated further before being considered sales ready are being passed on resulting in no conversions. This presents an opportunity to redefine qualifying metrics so that only qualified leads are passed on to the sales teams.
Call recording allows you to audit the audio quality
Your sales teams may be delivering the best messages that should draw in business but if the prospects can’t understand them due to poor quality then it becomes meaningless. Listening to recorded conversations give you a chance to audit the content of conversations between sales reps and prospects. It also helps to understand why your teams may be finding it difficult to close a sale despite nailing all the other aspects of the sales pitch.
What about Call Recording Best Practices?
While call recording may be a great opportunity to strengthen your sales team efforts, you must ensure that you’re complying with the relevant laws. You also must make sure that you let the customers or prospects know about your intention to record them as much as the sales reps are aware. It is important to notify your prospects at the beginning of the call.
The use of call recording software complements your sales and marketing team department’s efforts in many ways. Call recording is an asset that you need to tap into to improve your team’s communication, planning and selling skills to boost closing rates while strengthening existing business relationships.
Ultimately, you also need to invest in coaching software because it is a great platform for guiding and offering direction to your teams. You also get to address the issues picked from the call recordings adequately. Most importantly, call recordings may come in handy when you want to shorten the time it takes to onboard your new hires and get results.
Interesting related article: “What does Conversion Rate mean?“