Due to the fact that most CRM’s are simple data repositories and choose to tackle the same problems (where to store data), sales managers and executives usually don’t have access to important sales reports. Sure, there are a few applications on the market that feature an internal phone dialer. Sure, there a few CRM applications that feature text messaging (only SMS). Sure, there are even several CRM’s out there that feature email marketing automation tools. Until Sales Domination System, there has been no sales technology that features all three.
Therefore, managers and executives have, for the most part, had to rely on a ‘trust system’ in regards to their sales team’s efforts and performance metrics (which are often not trustworthy!). Wouldn’t it be great to open a dashboard and have ALL of your reps communication metrics located in one place? Of course. But… What are those metics?
The first report that you probably can’t access right now is Talk Time. At my office, I expect my sales reps to make 135 phone calls per day. I believe this is a very reasonable number. I also believe that if my reps fail to meet this standard, there should be a good reason why they didn’t. At the end of the day, there are only two good reasons why one of my reps wouldn’t able to hit their 135 phone calls for the day. Either they were having longer and more meaningful conversations throughout the day, or simply weren’t making calls. That’s it – one outcome is desirable, one is not. The bad news is, most managers can’t measure ‘meaningful conversations’ because they are often unable to measure Talk Time.
I understand that it’s not plausible for a sales rep to make 135 calls and also have multiple meaningful (lengthier) conversations in the same day. At my office, I require my reps to make 135 calls per day OR rack up 3+ hours of total talk time per day. Frankly, I’d rather have my reps make 14 phone calls and accumulate 4 hours of meaningful talk time with prospects rather than leave 145 voicemails. So, when I see a rep on my team make 176 phone calls in a day, I can pat them on the back knowing that they put in their day’s work and just didn’t get the right person on the phone at the right time. However, I won’t have to grill the rep next to him for only making 24 phone calls. Why? Because I can see that the rep who made 24 phone calls was actually speaking to prospects for 4 hours and 23 minutes of the day. Good work! My team and I understand that phone calls alone do not generate revenue, it’s the genuine, value-based conversations with customers that generate revenue. I don’t know about you, but I’ve never negotiated a deal over voicemail.
Being able to track both metrics within the same dashboard is super important to me and also very convenient. At the end of the day, I can really see what my people are doing and manage their performance better than I otherwise would be able to.
At Sales Domination System, we believe you should be able to see all of your sales-related performance metrics, insights, KPI’s and optics all in one place. If you’re interested in seeing what this looks like, you can schedule a quick VIP Tour of our sales system! We look forward to speaking to you!