ShadeTree Blog
ShadeTree Technology Sales Effectiveness Blog
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Instead of making calls, are your salespeople making excuses? It might happen to even the best members of your sales team from time to time. According to research from Dudley & Goodson, about 40-percent of all career salespeople experience episodes of call reluctance that are serious enough to threaten their careers.
But you can’t lump all the call reluctance into the same boat. Here are five of the most common personalities that fall to call reluctance, the symptoms, and the potential fix.
1. Polite Polly: Doesn’t want to intrude on others. Feels like their role is invasive in another professional’s space.
Salespeople today face a frustrating dilemma: There are too many balls to keep in the air and only so many hours a day to be making calls. A single meeting might cut into the time needed for 10 outbound calls. The prep time before a call to a C-level exec might eat up an hour or more. Fumbling through Salesforce to find the best target to call next can waste precious minutes.
Incite2 is a tool that enables sales professionals to truly have all the information they need at their fingertips in order to deliver information to a more qualified, targeted audience at up to 40% faster speeds. So while it can't create more time in a day, it can make your time more productive and profitable.
When your sales team can discuss tailored benefits of their product or service, the prospect will be able to grasp the concept more quickly. At a more tactical level, Incite2 also saves time in Salesforce. It allows your sales team to work from a single screen to make and record a call without all the mouse clicks needed when using Salesforce alone. Prepare, engage and record all from one screen. Incite2 also helps save time by automating repetitive tasks like scripts and follow-up emails.
No, Incite2 can’t actually create more time in a day. But it really can make the time that your team does spend more productive and profitable.
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:
