The secret to successful sales and awesome teams just might be in the simple phone call.
3 min read
‘Have you ever wondered how certain companies always seem to hire the best salespeople? It’s almost like they have an unlimited supply of uber-talented folks, people who line up to get a foot in their door. It may even appear that these companies never have to post open positions because, on the rare occasion that they actually have a vacancy, they can just dip into their reservoir of resumes.
There are some companies like this out there, but they aren’t as common as many believe. And those that are haven’t always been like that.
These companies all have one thing in common – they have discovered a way to make their sales representative super-successful. Some have implemented outstanding compensation packages; others have created fantastic work environments; many have done both.
Beyond that, however, the most successful sales teams have outstanding tools that give them an inside edge – tools that less successful teams haven’t adopted. Tools that help boost conversion rates so that sales representatives can work smarter, not harder.
A growing number of teams now use call tracking to boost their sales. When you know the source of the call, you can test and create better ads to attract your ideal prospect. Running your online numbers through Google AdWords gives you pinpoint precision on which ads pull the best, helping you nail down where your audience hangs out and what they like to do.
While knowing your audience certainly helps deliver better prospects, which in turn results in a higher conversion rate, there is a much better way.
Even when a better prospect call, a surprising number of these conversations still end in a missed opportunity – where the prospect hangs up without taking the desired action, whether that’s making a purchase, signing up for a trial, booking an appointment, or whatever else is the planned outcome. In fact, after processing millions of calls, we’ve found that a whopping 46% of sales calls result in these missed opportunities.
No wonder so many sales representatives get discouraged and burn out. They put in a lot of time and invest heavily in each prospect, only to have nearly half of their well-qualified leads vanish empty-handed.
Sales tracking can’t fix this issue – no matter how much wishful thinking goes into it.
What sets ultra-successful sales teams apart is they have created a way to recapture those missed opportunities. Instead of working harder, longer, and spending more money, they convert more prospects into sales. Some have done this by becoming the best closers – losing very few during the phone call.
Hoping to build a sales team full of these super closers is a guaranteed waste of time and resources. Instead, the best way to grow sales is by getting a second chance at those calls that did not convert.
Call tracking can’t do that – it doesn’t give you the additional information you need to save the deal.
Call Analytics is to phone conversations as the most robust web analytics is to websites. It’s a process where each phone call is broken apart and analyzed against set metrics, using thousands upon thousands of words and phrase, to score each call and lead.
Convirza’s Conversation Analytics® services rates each lead using sophisticated, machine learning software. The call analytics derive a conversation score by measuring the call against 45 key metrics. Two metrics are lead score and caller mood or sentiment. It then tracks the result of each conversation. We flag great prospects that hang up without taking the desired action as a missed opportunity. Then an email and alert are sent to the sales manager or another designee within minutes of the call.
Convirza sends information and details from the first call, allowing for customization of additional material before the follow-up phone call.
The second call is a second chance. The sales department gets another opportunity to convert the consumer spending no more money on marketing. The initial effort can now pay off in a big way. The company has the secret to successful sales. Sales go up, and the team becomes superstars.
Published on: Nov 9, 2017. Updated Dec 2019.