| What are you doing to track your sales force? Are | | | | inbound call tracking and outbound call tracking. How |
| you simply adding numbers for activity? As managers, | | | | are my reps behaving on the phone with their |
| we often get excited when a sales team is having a | | | | prospects and customers? Recording their calls will |
| great week out in the field. We might bend the rules a | | | | give you a world of new information to use for staff |
| bit, be more flexible, we all have fallen to the "great | | | | improvement and training. |
| post sales week blues". While the bells were ringing in | | | | If your staff is using company cell phones, you can use |
| the office, the darkness was upon us on Monday. | | | | local or toll free inbound call tracking numbers and |
| Typically when a company generates high volume of | | | | forward the call to their cell. Each incoming call will be |
| sales there is no time dedicated to prospecting to | | | | recorded and include information such as caller ID, if call |
| make sure the funnel stays full the following week. | | | | was answered or not, length of the call, etc. The real |
| Monday morning arrives and the meeting starts off | | | | time reports available through a web based platform |
| with a bang. Then the darkness arrives, "So team, | | | | will indicate how the rep is handling incoming calls from |
| what you all have lined up for the week?" The room | | | | prospects or customers. You can review these calls |
| becomes dead silent. What now? | | | | with them during your weekly one on one meeting or |
| Panic usually sets in and then you start implementing | | | | share the call with the group if it is a great one. It's a |
| some actions to take. Is it the reps or is it my fault? | | | | good idea to consult with the rep before sharing as |
| Both are to blame, the sales reps for forgetting the | | | | some people might not feel comfortable with it. |
| funnel and yours for not keeping the reps accountable. | | | | If you are managing an inside sales team or working |
| It is important to set targets with each individual rep. | | | | with sales and marketing consultants, outbound call |
| Not one rep is the same. We would love to have the | | | | tracking would be a great solution for you. Each |
| ability to clone one or two on the team. That won't | | | | member of your staff would be assigned a 4 digit |
| happen so we have to spend time with each rep, go | | | | code which identifies them as the caller. With the |
| out in the field to observe, etc. With this information we | | | | outbound tracking number programmed in your phone |
| tailor a plan based on his or her performance / skills. | | | | system, the rep would simply press the assigned line, |
| For example, you need to hit 15 doors per day; this will | | | | enter their 4 digit code and dial the 10 digit telephone |
| give you 4 appointments and generate one sale. | | | | number they want to call. You will have a detailed |
| Based on this, you will have 5 deals per week. You | | | | report of each reps activity for the day, including the |
| have to stay with them and don't wait for a week end | | | | recording of the call. Also, with the ability to listen to live |
| report, request a 5 minute end of day meeting with the | | | | phone calls in progress, you can help your sales team |
| reps. It can be in person, on the phone or they can | | | | increase their closing ratio, book more appointments |
| send a report via email. Create a report designed for | | | | and spend less time on the phone. |
| each individual. Included in the report are businesses | | | | Whether you are a small company with 3 sales |
| contacted, result (appointment made or not), and plan | | | | representatives or a large one with 200 reps, make |
| moving forward. This will keep them accountable and | | | | sure to include call tracking to help evaluate the |
| productive, everybody wins. Ok, I can track their | | | | performance of your sales team. Keep your staff |
| activity but what about during the process? | | | | accountable and productive with daily reporting on |
| Two invaluable tools for monitoring a sales force are | | | | activities and inbound and outbound call tracking. |