When we talk about inside sales, we know that one of the biggest challenges for managers is to keep track of all the activities of their salespeople.
The objective is not only to obtain metrics and numbers from your sales process but to find where the main gaps and points of improvement are, in order to optimize them even more.
From the salesperson’s point of view, being able to fully monitor their work and their individual process is also very important.
He can make a self-assessment of his work, replicating actions that show good results and improving those that, for some reason, do not bring the expected results.
With this in mind, let’s show the importance of recording salespeople’s calls, both from the manager’s point of view and from the seller’s own point of view.
Browse the content
- Why is recording sales calls important to coaching?
- What skills can I develop when I record calls?
- How to use recordings in sales training?
- Record or participate in business calls?
- Conclusion: why record sales leads?
Why is recording sales calls important to coaching?
The main objective of coaching practice is to find gaps and improve them, in order to develop skills to achieve continuous improvement.
In sales teams, specifically, gaps are the skills and actions of the salesperson that need to be improved so that he can achieve his goal: closing accounts.
The more and easier it is for the manager to follow these actions, the easier it will be to find out what these gaps are and help salespeople to develop these skills.
Recording your sales team’s calls comes right at this point.
When I can listen to salespeople’s calls, it’s possible to better understand which practices and skills of the work and which ones need to be improved during the call.
The idea is relatively simple.
The manager listens to the connections, good and bad, with his salesperson, in order to identify what were the mistakes and successes and, with this, to be able to develop the necessary skills and improvements.
This practice is not only important for the manager, but it is also important for the salesperson, who can make self-assessments of their own calls.
He himself can find his main hits and misses, try to replicate what worked and develop what didn’t work so well.
What skills can I develop when I record calls?
The first point of improvement in calls is the improvement of the sales pitch itself.
When you know what works and what doesn’t, it’s easier to improve your sales techniques, whether it’s generating rapport, qualifying leads, overcoming objections, demonstrating the solution, or generating value.
Having call recordings can also improve your personal skills in arguing, negotiating, and approaching leads.
Identifying which techniques work and which techniques can be improved is essential.
It is also possible to review each qualification point of a framework used by vendors, such as SPIN or GPCTBA C&I, for example, and analyze whether it is being executed effectively.
How are the questions of situation, problem, implication and the need for a solution being mapped? In this way, hit points and improvement points for this feature are identified.
In addition, you can also identify the main objections raised by leads throughout the sales process.
How are they raised and how are they being transposed by sellers? Identifying these points is essential to the process of building your objection matrix.
On the other hand, it is also possible to better understand the reactions of leads, if they are open to certain practices and certain speeches that should or should not be worked on.
That way, you can know what to do and what not to do when approaching them.
How to use recordings in sales training?
Another very interesting advantage when recording calls is that the manager can select the ones that had the best performances and share them with the team.
He can try to find out where his salespeople have managed to develop great speeches, putting their best skills into practice.
Anyone new to the team can use the calls as success stories and thus know what to look for when making their cold calls in the sales process.
Something very interesting to put into practice is to bring the entire sales team together to listen to the calls that were recorded.
The objective is to identify the points of error and success of each call, opening for a brainstorm of exchanged experiences, in which each salesperson gives his opinion on what could be improved and what could be replicated.
These meetups are very rich and help a lot in the team’s evolution.
Record or participate in business calls?
It is important to highlight that recording the team’s calls is much more advantageous than participating in the salespeople’s calls.
When the manager is together during the call, he needs to stop everything he is doing at the time of that call, which ends up demanding more time, or time he does not have at that moment.
When the manager has the recordings, he can listen to them anytime and anywhere. Depending on the timing of the call, he doesn’t even have to listen to her in full at once.
Another advantage is not having to listen to all calls made, but only those that the salesperson considered relevant, negatively or positively.
In addition to this demand for time, when monitoring the call with the seller, the manager puts the nervousness factor in the middle. When we know we are being evaluated, the chances of making mistakes are greater.
Listening to the recording that the salesperson played without pressure shows the call more realistically, as he had greater freedom, without the nervousness of being watched or evaluated.
Conclusion: why record sales leads?
Using the feature to record your team’s calls proves to be very advantageous, because:
- Allows salespeople to improve their approach and sales pitch;
- Allows the seller to evaluate their qualification techniques, application of SPIN and other frameworks;
- Allows mapping of the most common objections;
- It is an input for training salespeople, especially the younger ones;
- It helps salespeople develop technical skills and understand how leads react to certain actions.
Having as your right hand a tool that allows you not only to record your calls but to visualize the indicators of those calls, greatly facilitates the work of the manager and the salesperson in this process.
The Reev, being a Sales Engagement tool with VoIP, helps the seller in your daily routine, with a clear view of the metrics of the entire process.
It also allows connections to be made from within the tool itself.
In addition to not having to leave Reev to perform their tasks, the salesperson can record all calls, so that the manager, and himself, can follow up and obtain all the benefits I mentioned.
Is that you? Already record and listen to your calls or your team’s calls? Tell us what you’ve been up to, we’ll love to exchange ideas about it!