Phone systems have traditionally been a necessary evil, in other words an expense. Did you know that you can use your phone system to increase the efficiency of your sales people? Trust me when I say that this works better than a baseball bat.
- How many calls a day do your salespeople make?
- What time of day do they do most of their calling?
- What is their close ratio?
- What is the quality of their calls?
If you can answer all of these questions read no further.
Sales people usually fall into two categories, hunters or farmers. The hunters are the guys who are making calls, they are fearless, to them the best thing a prospect can do is tell them no right away. This allows them to get onto the customer that will buy. The farmers wait for the phone to ring. Believe it or not you need both in order to survive in business. What time of day are calls being made? Calling a business at 8:01 in the morning may not be best, I know we are always extremely busy at that time of day.
If you ask your sales people what their close ratio is they will give you a number that is a best guess. In other words high. What is the quality of their telephone sales call?
With current technology you can monitor all incoming and outgoing calls down to the local level. Who was called, time of day, length of call and who made the call? By using a feature code calls can be recorded and then played back. This allows you to coach your sales person and to track the process from call to sale. Increasing your sales departments close ration will have a huge impact on your bottom line.
If you are interested in learning more about this technology please call our office.
What would it mean to your business to know how your calls were being handled?
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