Don’t you hate it when you answer the phone and there’s a long pause before someone on the other end speaks? Not only is it confusing, but the lengthy silence followed by a rep launching into a scripted dialogue can be quite irritating and impersonal. This is a common occurrence when sales teams use predictive […]
In a previous post, we looked at the various use cases for SMS in the sales process. But even though communicating with prospects or customers via text has become more prevalent, it still makes people nervous. For some, texting can be a highly personal method of communication. But for others, they may liken it to […]
In the United States, the average employer spends 52 days and $4,000 to hire a single employee. Additionally, the average ramp time is 90 days. Now add the cost of time spent by executives, managers, and HR staff during the recruiting, hiring, and onboarding process, and the money and time invested can become even greater. […]
Call recordings are a powerful coaching tool — it’s the game film of sales teams. Reviewing your reps’ call recordings can help to improve their pitch, presentation skills, and so much more. In part 1 we discussed the first 7 of our 14 key elements. Hopefully, you’re already finding them helpful in your call recording […]
Coaching is critical to the productivity of sales reps. According to SEB, no other sales investment improves rep performance like coaching can. When it comes to sales coaching, call recordings are a cornerstone. Recordings provide full visibility into each reps’ sales process and create a variety of different points to review and perfect. 1. Call […]
Maximize Your Sales Effectiveness with Advanced Call Routing In the past, call routing systems were complex, hardware intensive, difficult to manage, and uncompromising. Now, it’s the exact opposite. Modern day call routing systems are application-based, incredibly powerful, and simple to use. In fact, call flows in solutions like RingDNA can be created and modified through […]
Why aren’t your SDRs hitting quota? Your Sales Development Reps (SDRs) have a quota to hit every month. Their success in doing so impacts the company’s bottom line and sales compensation across the board (yours, theirs, your AE’s) — no pressure. But according to The Bridge Group,only about 65% of reps are hitting quota. If […]
One of the best parts of modern-day marketing is the massive amount of data that is available to us. This data provides complete visibility into the performance of marketing campaigns, especially those that capture inbound leads. With this insight, we can maximize our inbound efforts to collect as many leads as possible. This newfound ability […]
Anyone in sales can likely attest, expanding and scaling a sales team is a challenge. To properly grow your team, you first must find the right candidates, interview, and hire them. Then, you have to get your new reps onboard, familiar with your sales stack, trained, and ready to sell. This is often a process […]
Your weeks are jam packed and you’re challenged to squeeze in the amount of individual coaching that you know you should. The ever growing size of the typical sales team certainly doesn’t help. The Bridge Group found that the average manager to rep ratio increased by 12%, to 8 reps per manager.  Do you spend […]
A call disposition describes the outcome of a call. They include statuses like, “demo scheduled,” “left voicemail”, and even “no longer in service.” In fact, customer service teams have actually logged call dispositions for years, and sales teams have followed to record call outcomes. Call dispositions give sales managers valuable intelligence they can use to […]
SMS has massive potential for sales. It’s more efficient than email, can be delivered quickly, and is read immediately. We’re also so accustomed to text messaging in our personal lives that we are naturally apt to reply quickly. SMS’s traits of speed, efficiency, and effectiveness give reps the ability to deliver highly relevant messages precisely […]