Find out how outbound phone call tracking can keep you and your sales team on task and in the money
Pick any classic detective show, and there’s almost always a scene with phone call tracking. The police procure call records to or from someone to establish that yes, in fact, there is evidence that the mad genius has a history of calling the mob boss with the intent to take over the world. Throw in a few action-packed chase scenes, grab some popcorn, and you have 90 minutes of entertainment.
Like many movie tropes, there is so much more to phone call tracking that has nothing to do with evil plots and world domination. As a matter of fact, plenty of people use phone call tracking every month when they try to figure out why their phone bill went up and how they ran over on minutes or data. You use call tracking when you look to see how long ago it was that you called the plumber or the auto repair shop to check on your car. Call tracking is not some strange phenomenon reserved exclusively for data scientists and researchers.
For a sales team, however, reviewing how many numbers you dialed or how recently you checked in with a customer are just a couple of the many benefits of phone call tracking. There is a deep well of strategic information in your call records that can help you focus and improve your call strategy.
Make more calls, track prospects and customers, customize call scripts, and more with Call Logic. Sign up for a free demo today to learn more!
Everything you need to know about outbound phone call tracking and the success of your sales team
“Sales is really the most noble part of the business because it’s the part that brings the solution together with the customer’s need.” – Greg Gainforte
In relation to phone sales, phone call tracking is a Key Performance Indicator, or KPI, that includes subsets of data that help you gather information such as how many calls you’re making, when you’re making those calls, how many calls are going to voicemail (vs. connecting with someone), your average call time, and so forth.
Some of those data points are more important than others. And the figures you use always need context. For example, looking only at the number of calls and average call time of a salesperson will only tell you part of the story. Fewer, longer calls may seem inefficient, but when those calls result in higher sales numbers, they are clearly preferable to making lots of shorter calls that fail to close deals or set up meetings.
That’s not to say those data points aren’t important. The bird’s-eye view might show that those more prolonged, more successful calls are happening on Thursdays, for instance. The higher rate of calls, with a lower success rate, might be concentrated to Wednesday mornings and Friday afternoons. That’s a powerful bit of information you can use to tweak your schedule and call strategy.
What else can phone call tracking do for you?
3 Ways phone call tracking can improve your approach to sales
“People actually like you to ask for a sale because it shows you value their business.” – John Caudwell
1. Identify successful call scripts
When you and your sales team use a call script, it’s easy to compare and contrast different scripts to figure out what gives you the best responses. Alternating days between script A and script B might lead you to discover that people respond better to script B. If you wanted to dig down even more, you might find that, while most people are more receptive to script B, small business owners are more likely to schedule a meeting when you use script A.
And because all this information is right in your auto dialing software, it’s easy to track those numbers and formulate a strategy.
2. Identify successful (and unsuccessful) conversations
With an auto-dialing system like Call Logic, you can record your calls, then listen back to the most fruitful conversations. What is the commonality in those conversations? Is there a question from your contacts that appears frequently on the most successful calls? Try adding that to your call script and see if your call results improve.
Turn that around, too. Is there something common to your most unsuccessful calls? Are you or your team neglecting the script and losing sales? Or maybe the script itself is the common element in the calls that don’t lead to the next step in the sales cycle.
Listening back to your best (and worst) calls can provide you with valuable information that you can then use to improve your overall phone sales campaigns.
3. Identify closing data
Ultimately, all your sales efforts hopefully lead to a close. That is, of course, the goal, but we all know it’s not the reality. There are any number of reasons you may not be able to close a deal. It’s also possible that you could close more sales if you had a few phone call tracking metrics to inform your strategy.
What’s happening on those successful calls? Are they happening on certain days of the week or specific times of the day? Chances are pretty good that you’re making several calls before you close, but knowing how many can do wonders for your sales team. What about timing? If you can look at your data and see that a successful closing call is 25 minutes, for instance, that can tell you a lot about how to schedule your day and plan your calling strategy.
The fact is, you can use phone call tracking to gather valuable data on your outbound sales strategy. That data can inform and focus your efforts, so you’re working more efficiently and more successfully. And all that information is right there in your auto-dialing software.
Use it to write better call scripts, improve your customer service, find out if you’re contacting qualified leads, discover how many callbacks your voicemails prompt, and so much more.
Boost your own sales with Call Logic’s outbound phone technology. Sign up for our free trial now to find out what we’re talking about!