Top sales reps are familiar with the ongoing battle between quantity of calls versus quality of conversation. More of one meant less of the other; they could choose to make more calls or have more meaningful conversations, but couldn’t have both. A successful sales professional cuts through the noise and sell more by focusing on three key objectives: higher call volume, better conversations and faster rep ramping. Here are three goals top sales professionals set, using intelligent software like Talkdesk for Sales to hit the metrics that matter:
Increase call volume by cutting out busywork
Today, inside sales reps are spending only 33% of their time actively selling. An easy way to increase productivity for an inside sales professional is to increase the number of calls the team can handle in a day. Successful sales professionals spend more of their time actually selling by using intelligent tools like a lead to call, local presence, voicemail drops and callbar to place more calls, get a higher response rate and be more precise in their selling messaging. (Our product experts at Talkdesk found that our power dialer alone can increase a team’s outbound connect rate by 30% and talk time by more than 300% per hour). Sales reps can also save time when their tools include integrations that automatically sync information after calls because it allows them to quickly move from one successful call to the next.
Use real-time customer data to increase quality of conversions
To convert a prospect into a customer, isn’t enough just to increase call volume. Top sales professionals use AI tools to ensure that those calls have the highest chance of converting to revenue. Technology like Talkdesk for Sales Intelligent Routing ensures that the right agents are talking to the right prospects at the right time. It’s the easiest way to optimize the time your reps spend on the phone and also respects your prospects’ time by minimizing the number of contacts they have with your team.
Talkdesk for Sales also comes equipped with out-of-the-box Salesforce integration that dips into a prospect’s CRM information to give a sales rep information that will personalize the call and increase the chance of conversion. By eliminating the introductory information from a call, reps can get straight to understanding a prospect’s needs and finding a solution that fits.
Cut down reps ramping time to onboard quickly and efficiently
Successful inside sales teams grow quickly and onboarding new reps can take a lot longer than desired. The average inside sales rep isn’t ramped up to full productivity for more than five months. Top sales reps address that problem in a couple of ways. First, they record all calls, giving a manager the ability to listen to any rep’s calls and pinpoint areas for coaching. Second, managers also use the call recordings to share best practices from top-performing reps with the rest of the team.
New, intelligent speech analytics tools in Talkdesk for Sales analyze calls in real time and notify reps of key selling moments in a conversation. This smart technology can act as a coach during calls and can also be used coaching sessions to guide newer reps to be able to identify those moments on their own and future steer calls in the right direction.
Talkdesk for Sales is loaded with new features that will help your inside sales team make the most of key sales opportunities. To learn more about Talkdesk for Sales and how your team can benefit, click the button below.
Publish Date: November 20, 2017 5:00 AM
Charlotte Purvis is a speaker and communication consultant who has influenced an average of one million customer interactions each year for over 20 years. She consults, trains, and speaks on customer service, business communication, and leadership development for global companies, universities, and community organizations. She practices what she teaches as evidenced by nearly 100% of her engagements coming from repeat or referral business.
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