
Most sales organizations will have a goal of increasing the following in 2011:
- Number of qualified leads
- Number of opportunities in the pipeline
- Number of closed deals
All of these goals have one thing in common - increasing current output levels. There are many ways to arrive at making the gains in output - add more people, work longer, etc.
With many organizations using the telephone more and reducing travel, one place to look at in more detail is productivity on the phone.
More Calls = More Results
The wonderful thing about increasing call volumes is that the results of those call tend to track consistently across all of the milestones in your sales cycle. All things equal, a 20% increase in call volume will equate to a 20% increase in: