5 Questions to Ask Before Choosing a Sales CRM [CHECKLIST]

choosing a crm

You’ve realized that your company needs a sales CRM? Good. Now how do you choose?

Keeping customer data under control is key to growing your business. So ask these questions to choose the right CRM.

1. Are There Extra Charges?

CRM solutions were built for sales, yet most CRMs are purchased by marketing and IT departments. Therefore, most CRM services prioritize IT and marketing needs over the needs of a salesperson, which creates data problems. And fixing those problems costs extra. Here’s how it usually works.

For IT and marketing people to get the data they need, salespeople need to spend four to five hours each week entering their information. But salespeople can’t afford to spend that much time entering data. So they input data inconsistently, and the reports are unusable.

Then IT/marketing asks the CRM solution for different types of reports which cost extra. These companies were built to sell, so they’ll nickel and dime you as they offer extra services to “solve” the problem.

CallProof takes a more proactive approach. We built our service for sales reps. It’s easy to enter the information into the system, which makes the data reliable. Moreover, we offer a lot of support at the beginning, and the system is completely customizable. We charge one flat fee without a maintenance agreement or other up-charges. If we have to customize a report, it’s included in the price. We’re not smart enough to charge for every little thing, and we want to give you a service you need for the long haul.

2. What’s The Length Of The Contract?

Most companies offer a six-month or year contract. They want to get your revenue, so they use contracts to ensure your business is worth their investment.

CallProof uses month-to-month contracts because we feel it’s important that we earn our clients’ business every month. Plus, it proves that we’re on the same team we want our product to work for you.

Let’s say I have a year-long contract with the CRM vendor, but they charge for extra support. We’re not on the same side anymore. I’m tied to a CRM that should be working well, yet they earn extra if it does not. The model gets me to call in and spend money, leaving me and the vendor with different goals.

We want everything working so that if you don’t call us, we’ll make more money. If you don’t have problems, we’re in a better position. That way, we’re truly on the same team.

3. How Is Training Handled?

Make sure you know what training you’ll receive for the CRM you purchase. Ask:

  • Are we responsible for it?
  • Is there a link to a YouTube channel, or is there formal training?
  • How much does it cost?

4. What Types Of Integrations Are Necessary?

You also need to understand how this software will work with your current technology. Ask:

  • What types of integrations are necessary with line-of-business applications and other ancillary software that our organization uses?
  • Are emails, phone calls, and day-to-day activities automatically updated?

5. How Does Existing Data Get Into The Solution?

Someone needs to import, manage, and clean up your organization’s existing data. Will you or the vendor be responsible for this process?

You want the vendor to make the transition for you. If you import and convert data for the first (and only) time, the result is probably going to be poor. It’s like tying your shoelaces. The first time you do it, it takes a long time and the knot isn’t very good. But someone with experience does it perfectly.

If you rely on a person who manages the software daily, they’ll get a better result. Why? They “tie shoelaces” all the time. And when they do it, it gets done quickly and there’s a solid knot when they’re finished.

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How to Cut Your Sales Training in Half and Improve Retention

Cut Your Sales Training in Half

When you hire a salesperson, you look for a few basic qualities: confidence, assertiveness, strong communication skills, and so on. The right strengths always help new salespeople, but there’s another piece to the puzzle of success.

If you want new hires to succeed, you can’t just hire the right type of person. You need a person who puts in the right type of activity.

Why Don’t New Salespeople Work Out?

Here’s what often happens when you hire a new outside salesperson:

  1. You train them for a few weeks on products and services.
  2. They put together spreadsheets/activity logs to show what they’re doing.
  3. Six months later, you realize their sales numbers aren’t there.

Our first instinct is to blame the salesperson. Are they not capable of closing deals? Do they understand the product?

But their ability isn’t usually the problem. The issue is their activity level. If they don’t talk to enough prospects, they won’t have the numbers needed to make enough sales.

Salespeople have to make phone calls and meet people face to face regularly. Yet, most salespeople would rather walk into a burning furnace than make a sales call. So they find things to do that keep them busy: making logs, running reports, putting together proposals. And activity suffers.

Salespeople fight this by making tons of cold calls at once. Then they spend weeks following up on those calls by traveling to appointments and making quotes. After they finish, they start from scratch again. That way, they end up in a good quarter/bad quarter cycle.

Instead of leaving salespeople to figure out how many cold calls to make and when, sales managers should set clear expectations and hold them accountable. Work backwards through the data to see how much activity produces the desired number of sales. Then track activity in real time with CallProof. If you see a person isn’t hitting their daily numbers, the sales won’t follow.

When you work through those numbers, you’ll be able to calculate exactly how many phone calls and meetings individual salespeople need weekly, even daily, to achieve their goal. Then you can check if they’re doing that.

Without a real-time CRM, it takes about six months to see a salesperson’s activity. Only then can you determine retention. CallProof cuts that time in half by showing you activity in real time. When you use the tool that lets you inspect what you expect, you’ll see how successful they’ll be within 60 days (including two weeks of training).

The Value of Training Your Salespeople

Training aims to turn sales talent into sales productivity. And that’s done through activity. So focus your salespeople’s training more on interactions than product knowledge. First, help new sales reps understand the importance of activity. Then teach them how to ask prospects questions to find their pain point. That’s what brings success.

Back in the ‘80s, there was an IBM saleswoman who sold record numbers of mainframes. She went out and asked her prospects questions, then brought the information back to the technical people to find solutions. Realizing how astounding her sales numbers were, IBM decided to give her in-depth training on the technicality of their products. After about a year of this intense training, she returned to the field. Her numbers were thoroughly average. Never did she achieve great sales figures again. Why? Once she knew everything, she no longer asked questions.

Many companies emphasize product knowledge in training. But the best training is learning to complete the activities that lead to sales (like making phone calls and meeting face to face). That’s more important than the person knowing what they’re talking about.

How to Cut Sales Training Time in Half

Managers, you don’t have to wait six months to find out if a rep is going to be a good fit. With a solution like CallProof, you can find out in two months or less. First, train them in the science of activity level and give them clear activity goals. Then teach them how to make calls and meet with prospects. Give them just enough product knowledge to solve pain points and offer a great service to your clients.

All the while, keep your finger on the pulse of their activity to see if they’re booking the numbers. If not, you can correct or move on quickly. If they’re doing well, you can encourage them to keep doing what works.

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Salespeople: Avoid These Costly Social Networking Mistakes

salespeople social networking mistakes

Staying off social media all day is tough. Checking your news feed is a habit that’s hard to kick. But we all know it impairs work productivity, so when we jump online to check in or check up on what’s going on in the social media world, we tell ourselves, “It’s for work.”

Social media potentially helps your sales game – if you use it correctly. But these five mistakes may be getting in your way.

1. Confusing Social Media With Lead Generation

Is your time investment in social media going to pay off? We often tell ourselves there’s a prospect out there we might find through our connections. But nine times out of ten, it’s not worth your time. In fact, the risk of being sucked into other feeds is far greater than the potential reward of finding a prospect.

So here’s the rule of thumb: only browse social media during situations you have no control over (like standing in line). But, if your industry can’t benefit from browsing social media, don’t get on it at all during your workday.

2. Lack of Strategy and Schedule for LinkedIn

LinkedIn provides you the opportunity for seeing who’s changed jobs and if new decision-makers have entered the scene. However, we often use it aimlessly. It’s easy to get lost in the posts of articles, updates, and advancements.

When you get on LinkedIn, set a goal and a time frame for browsing. LinkedIn’s primary benefit for salespeople is showing when a key prospect moves to a new business. So schedule a time to browse your feed to look for new decision-maker opportunities. Then only visit the site once a week to see if those connections have changed.

3. Wasting Time on People Who Have Nothing to Say

To make browsing simple, hide the people that aren’t beneficial to your network. If someone doesn’t add value to your organization, you don’t need to see their posts on your News Feed. Change these settings on both LinkedIn and Facebook.

Also, follow the right people. Some people use Facebook as a channel to whine and complain. Block them. You want to follow the people who contribute in beneficial ways, not those that drain you. It’ll make finding the right posts much easier.

4. Alienating Your Audience

As a salesperson, your income relies on making people happy and getting people to like you. So be careful about what you say. Don’t post about topics that offend your customer base.

Don’t post political opinions. You’re bound to offend someone if you endorse Trump or Hillary. You’re entitled to your opinions, but don’t advertise them at the expense of your sales career.

Don’t brag about your lifestyle. High-end salespeople bring in big bucks. If your client base doesn’t have a similar income, don’t post about your high-dollar purchases. Be aware of how clients perceive posts about vacationing in Tahiti, meeting celebrities, or buying a new car. With these types of posts, you no longer relate to your average-earning client, and they may even grow to resent you.

Don’t complain. People get frustrated with online whiners. In fact, I just told you to block them. So don’t be someone others dread hearing from.

Instead, use Facebook to post pictures that make you a “real” person. Pictures of family time, for example, are something people identify with. Also, stay positive and post content that adds value to your followers.

Use LinkedIn to remind your audience what you sell and what you do. Your posts should always point back to your products and how those benefit your clients. Also remember that on LinkedIn your title is key. Think of it like your email signature and phrase it effectively.

If you want a more personal outlet online – for things like posting pictures from your nights out – use Snapchat or Instagram. Typically, buyers in professional organizations pay more attention to Facebook and LinkedIn.

5. Spending Too Much Time Browsing

The biggest problem with using social media isn’t the research you’re doing; it’s the distractions along the way. Media posts and story hooks are designed to grab your attention and draw you in. But no online story is going to get you a sale.

There’s undeniable benefit to using Facebook and LinkedIn to research your prospects. So schedule a time for it. Otherwise, steer clear from social media during the work day. You’re far better making prospecting calls than browsing meaningless content.

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6 Easy Ways to Get Past the Sales Gatekeeper

getting past the gatekeeper

You’re out building your network, ready to meet people in charge and make sales. You enter the office, walk up to the reception desk, and see someone sitting there engrossed in their US Weekly. As you ask for Dr. Jones, the receptionist flippantly replies, “He’s in a meeting.”

What do you do? You drove across town to get here, and now you can’t even see the person you came to meet!

Getting past the gatekeeper can make (or break) your sales game. And this process isn’t about making the pitch to the person guarding the door. It’s about learning to talk to strangers. Save your sales talk for the actual decision-maker.

As you aim to pitch to the right person, use these six tips to earn the gatekeeper’s trust and navigate your way past the front desk.

1. Take the Temperature

Before you jump into why you came to the office, gauge the gatekeeper’s temperature. You don’t want to walk in and interrupt whatever they’re doing without building rapport.

So make small talk. Look around for items on the desk that lend themselves to discussion. The receptionist is trying to figure out if you’re a friend or foe. You want to convince them you’re a friend.

2. Don’t Hold Literature in Your Hand

Since you’re looking to be a friend, not just another salesperson, avoid giving away that you’re there to sell. If you come in strutting your sales look with presentation materials in hand, they will have no reason to help you.

3. Dress the Part

Consider your audience as you dress for these in-person cold calls. It’s best to mimic the way people dress in the office. Don’t come wearing a suit if that’s not the culture. But don’t be underdressed either (it’s better to be overdressed).

That means you need to do your homework. If you’ve never been to the office before, search Google images for the business and look up their LinkedIn profiles to figure out their standard attire. If you’ve been there before, use the way they dressed as a guide.

Men, your best outfit is usually khaki pants and a golf shirt. You want clothing that breathes while keeping your look professional, especially when you’re traveling to multiple businesses. If you’re wearing a coat and tie getting in and out of your car all day, you’ll end up sweaty and wrinkled. And there’s nothing worse than a well-dressed person sweating on a cold call.

4. Ignore Negative Body Language

A good gatekeeper gives negative body language to scare people away. You have to ignore that. If salespeople left every time they read negative body language, they’d never be successful. Instead, high-performing salespeople ignore negative body language and try to overcome it. Sure, it’s uncomfortable to stay where you’re not wanted, but you have to power through.

You want to give off the right body language too. Don’t walk in looking like you’re about to spew a five-minute monologue. Instead, assume a more casual posture, or even look confused and say something like, “Wow, the parking lot is full today…” The goal is to be personable and non-intimidating.

5. Use the Gatekeeper’s First Name

Name exchange is paramount to building any kind of rapport. So, when you walk in, your first goal is to get their name. Then use their name in a sentence. Look for something on the desk with their name on it, maybe a nameplate or a plaque on the wall.

If you don’t see it, consider asking, “Hey, are you new here? What’s your name?” I usually do a quick age test before asking this question. If the person is older, I assume they’ve been there a while. But if there’s a younger receptionist, I go ahead and ask.

You can even lead into a conversation with something like:

Hey, my name is Robert and I’m here to see Dr. Jones, what did you say your name was? …Great, Susan! How long have you been here, Susan?”

With this approach, you find out their name, show you’re listening when you repeat it, and build rapport.

6. Find Signs of Affiliation

Connect with the gatekeeper in a conversation that could exist outside of the business. If you see a sign of a sports team, networking group, or hometown, use that to start a conversation. Or look up the business on social media before you make your visit. Often, posts are made by someone at the front desk. So see if you can identify a subject for conversation.

Next time you walk into an office on a cold call, act like you know the person in charge.

If the boss is in a meeting, be comfortable with that. Just reply, “No big deal. I need to do a little work on my phone, so I’ll just wait here until they’re done.” The more comfortable you are with yourself and the more personable you are with the receptionist, the more likely you are to meet that decision-maker.

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How to Get High-Quality Sales Referrals

how to get high quality referrals

Every day, there are more than 2.4 million brand-related conversations in the US. Are people talking about your company?

Referrals transform a business from operable to booming. In fact, 65% of new business comes from referrals. As you increase your referrals, you increase your profit. Sure, referrals are hard to track, but they’re worth the work.

If you can master the art of referrals, your company will go from zero to 100 much quicker. Here’s how a lucrative referral process works.

Prime the Pump for A Referral

Talk about referrals before a customer even signs up as your client. Integrate key phrases like:

“Here’s why our customers send us referrals,”

“We’ve grown so much because of our customers’ referrals,” and

“People like to refer us because we work hard to take care of our customers.”

These remarks set the expectation that your clients refer new customers. And you should be straightforward about why you try to keep them satisfied. Tell customers you want them to be happy so they can send you other people to help too.

Ask for Referrals at the Right Time

People feel great immediately after they find relief. If you’re relieving a pain point for your customer, ask them for referrals as soon as their problem goes away. Otherwise, they forget how bad things were before you solved their issue.

Think about it like an illness. If my stomach hurt and your miracle pill made my stomach ache go away, I’d be so excited that I’d tell other people about it. But a week later, I may have forgotten my stomach ever hurt. If you wait too long to get referrals, the pain will have become too distant.

Plus, with the right timing, incentives for referrals become less important. Sure, it’s nice to offer a free month for a referral. But, if people are pleased with your product, they’ll want to recommend you to others with or without a bonus.

Know Your Referral Numbers

Do you know exactly how many referrals you got last month and where they came from? If you don’t, you have a problem. First, identify where your referrals come from. Anytime you get a client, ask them how they came to learn about your company. Make it part of the signup process.

People trust friends and family for referrals more than any type of advertising. Yet those referrals rarely show up as you calculate your website traffic or the effectiveness of your mailer.

So ask, “How did you find out about us? Did anyone recommend us?” every time you onload a new client. Then, if you see a trend, try to replicate it.

Say Thank You

Think about how much each lead costs. When someone gives you that lead for free, that’s cause for over-the-top gratification. You can’t forget to say thank you.

There are two ways to thank someone who refers you.

1. Refer them to others.

If they referred you, return the favor. Take the time to find a few people who may benefit from their business and make a recommendation.

2. Give a thoughtful gift.

A thoughtful gift shows how much you value the recommendation they gave. Consider giving gift cards to restaurants or other places you know they enjoy, or even choosing a bottle of wine. Monetary gifts are great, but thoughtful gifts help you stand out as someone who offers superior service.

Every customer has connections to at least three other potential customers. The only thing that keeps you from getting those referrals is failing to ask. Make referrals part of your organization’s culture and watch your business grow more than ever.

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4 Simple Strategies for Becoming a Better Sales Manager

becoming a better sales manager

No one likes having a manager. People like being a manager – keeping control, checking on everyone – but very few people would choose to be managed.

In sales, we think of managers as the bosses who make sure everyone else is doing their job. They monitor the team, hold others accountable, and deal with problems. But the best managers never need to check in. Why? Because they know what happens in the field without having to ask. They follow the activity of their sales team.

Strong, active salespeople leave a trail of sales and activity in their wake. Sloppy salespeople leave a mess behind them. Either way, a manager knows what’s happened based on CRM data re: calls and appointments.

If the manager ever has to ask a salesperson what they are doing, it means they aren’t doing anything. It’s like they’re sitting in a boat in the water without going anywhere – there’s no wake, no ripples, no activity.

So, if managers already know what’s happening, then their job needs to make a shift. It’s time to stop managing and start directing.

Change Your Title

A sales director benefits the organization much more than a sales manager. These words have the power to produce very different results.

Manager implies “boss”, while director implies “guide.”

Rather than manage, supervise, and evaluate, a director coaches and cues individuals to help them become more successful. Sales directors deploy their resources strategically to get the best results.

Cue Your Team

Most people need direction. Consider movie directors. They give direction to each actor and stagehand so that everyone knows the plan and understands when to do their part. Similarly, in orchestras, directors keep everyone on the same sheet of music and cue players at the right time.

A sales director does the same thing. They give direction to their team to produce the best product. Jack Daly illustrates this in the way he teaches about objections. He knows the best salespeople answer objections the exact same way every time. So he equips his team with successful responses to each main objection. Then they hear objections as a cue for their pre-planned response. Consequently, they overcome those objections more often than not.

Strategize to Reach Potential

Directors also empower their teams in a way that’s best for the organization. They figure out the strategies for working with different businesses. Then they put in the right reps at the right time to close sales. Directors come up with a plan, and then coach their team in how to execute it.

Foster a Coaching Relationship

A sales director also fosters better relationships with the team. When you change the title, you change the team’s perspective of the role. Directors act as more of a coach than a boss. Most people in sales are independent – and sales allows freedom. They want to be their own boss, not feel like someone is measuring their every move. When you act like a director, they’re more likely to see you as someone they can turn to for guidance.

With the mentality of director comes a proactive approach to working with salespeople, as opposed to a reactive management approach that only steps in when there’s a problem. So, if you’ve been spending your time managing a sales team, it’s time to change. Become their director so you can lead both your team and your organization to greater success.

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The #1 Reasons CRMs Fail

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You can almost feel the collective shudder when you mention the words “new CRM” to salespeople. The last thing a salesperson needs is another thing to do! And adding a new CRM often feels like just one more responsibility.

Most people hate trying new CRMs (for good reason) because it gives them another task to think about but doesn’t generate profit. What they don’t realize, is that CallProof isn’t just another CRM. It’s a tool that eliminates some of their responsibilities, letting them focus on what they do best — sell!

Salesperson Buy-In

Managers — it’s time to start selling again. If you want a CRM to work, your salespeople need to use it. So sell it to them.

As you prep your team for CallProof, remember they’ve been through new CRMs before. Most (if not all) have created more work, making their jobs tougher. CallProof simplifies. It generates the reports so your salespeople don’t have to.

Here are three reasons why your salespeople will love CallProof and why it’s worth the learning curve:

1. It gives them more time to sell.

Those reports salespeople hate filing — CallProof takes care of them. Each call and appointment are filed by client and time. Then, when your salespeople need to see a client’s history, it’s at their fingertips. Now they don’t have to waste time filing reports. Instead, they can spend that time meeting new prospects and working with clients.

2. It streamlines their day.

Interrupting sales time to take notes and fill out spreadsheets diverts your salespeople’s attention. Toggling between “sales mode” and “report mode” disrupts their focus and makes them less productive. CallProof works alongside your sales team — automatically logging their appointments and calls. Also, they can voice-record notes on-the-go without ever having to sit down to document.

3. It communicates with you, the manager.

With automated reporting, as a manager you know what’s happening in real time. That eliminates the need for some of your salespeople’s check-ins, freeing them to focus on their daily sales. Then, if you see an area where you can help, you have the info you need to get the right tools in their hands.

Spend time explaining these perks to your sales team. Sure, learning a new process is a little painful in the beginning, but they’ll see a difference quickly. With this CRM, they can sell like they always do. The only thing that changes is that more tasks are automated so they can sell more.

If your salespeople don’t buy in, the CRM won’t work. But with a little time educating them about how much better their jobs will be with CallProof, you can have great reports, they can focus more on selling, and you all can reap the benefits.

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How Salespeople Can Eliminate the Pain of Paperwork

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Paperwork is a time suck. At least that’s how one of my salespeople put it. It feels trivial if you don’t know what happens to the data. It becomes redundant with form after form. But most importantly, it keeps salespeople from selling.  

Manual Sales Reports

Traditional sales reports require salespeople to document what they did throughout the week. Ideally, during or after each appointment, they write down the key points. In reality, note-taking interferes in the natural flow of the conversation. And after meetings, salespeople are too busy to write down what happened.

Salespeople aim to make money and keep clients satisfied. Paperwork derails them. After all, paperwork and sales require different mindsets. In sales, you enter “social” mode where you focus on having a conversation and pitching your product. In paperwork, you enter “report” mode where you zero-in on the details of spreadsheets and notes. When you have to switch between the two, your momentum slows down in both areas. You can’t maintain focus on your paperwork or fully engage in a sales conversation. Basically, it kills productivity.

A normal day for a salesperson includes unexpected phone calls, rushing from one appointment to the next, resolving issues with current clients, and talking to their boss when they call to check in. It simply isn’t practical to stop and take notes in the midst of all these demands.

Then, at the end of the day, they struggle to recall the details of what happened in each meeting. And missed details result in missed sales.

Automated Sales Reports

Fortunately, CallProof records data automatically, taking it off your mind completely. With these five automated reporting features, we log the details you no longer need to remember.

1. Calls You Make

Anytime you call a client, CallProof logs and timestamps it. It’s automatically documented and stored under the client’s name.

2. Calls You Receive

When a client calls you, we automatically file that as well. Again, it’s stored by name and time, with timestamps.

3. What Was Said

You can even record these calls so you don’t have to remember the conversation. Then, when you have time, you can listen to the call to follow up as needed. Again, they’re organized under client and time.

4. Appointments

CallProof clocks the time you walk into a meeting until you walk out. Then, as you leave, you can speak your notes and schedule your follow-up with two clicks on your phone.

5. Follow-Up

When you click to follow up after a call or appointment, CallProof saves that follow-up information to your calendar along with any notes or recorded calls associated with the client.  Then you can forget about it until your reminder sounds to reconnect with the client.

My CallProof Calendar

Selling is what should be on your mind, not figuring out when to follow up. This morning, I had five follow-ups that were automatically scheduled. I don’t even remember when I set them, but they all popped up today. So, when I started working, my to-do list was set for me. With a few clicks in CallProof, I refreshed myself on the details, then made my calls and sent my emails. It built a to-do list for me, so I could focus on my sales while it focused on my calendar.

Paperwork is not productive. Let CallProof manage the details while you make the sales.

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How Salespeople Can Maximize Their Time with Automated Routes (Introducing Callproof Routing)

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We all know the best sales tactic is to minimize drive time and maximize face time. Now CallProof routing does that for you!

Every salesperson knows visiting clients and prospects based on location optimizes their time. CallProof has always shown these businesses on the map so you could maximize your proximity. Now you just select who you want to see, then CallProof maps your day.

Plus, routing reports automatically. Sales managers love real-time data, but they love REAL data even more. Although we give salespeople all the tools they need for easy reports, that data still depends on someone entering it. Until now. The routing feature automatically reports the route salespeople take, and the appointments and prospecting that happens along the way.

How Routing Works

Using this feature is both easy and efficient. Routing allows salespeople to maximize their time and location by producing a turn-by-turn guide in just a few steps.

First, choose an area of town. When you pull up the map, you’ll see prospects and existing clients nearby. Then select the businesses you want to visit.

CallProof routing organizes those stops into the most efficient route, choosing the order and giving you directions from one place to the next. Along the way, you’ll know which contact is closest and the best way to get to them. And you’ll view it all through an interface you’re used to: Google Maps. If you plan to visit the area again, you can even save the route for future use.

Sales managers also reap a major benefit from routing. They get to see the exact route their salespeople took and the stops they made. They get data they can trust. Managers can then use that data to keep their sales team accountable and offer additional training as necessary.

At the end of the day, salespeople have maximized their time, mileage, and prospecting opportunities. Meanwhile, sales managers have equipped their team with the tools they need for great sales opportunities and received reliable data in return.

Phase 2: The Desktop Version

Managers, get ready for a desktop version of routing coming your way soon. With this tool, you’ll be able to build routes for your team. After creating a route, you can assign it to a salesperson, giving them a specific course for the day.

You’ll then be able to review these routes (and the ones they created) on your desktop, using the information to tailor your training and sales plan.

How It Simplifies

CallProof takes a map you already use and makes it even more efficient. You don’t have to figure out another mapping system. You just use the CallProof app (and soon desktop version!) to plan your day and optimize your time on the road.

No use copying and pasting the addresses from an app to a map. With routing, you’ll just click your stops and let the system do the work. Now you can visit even more clients, and boost your business.

If you’re an outside salesperson, you already use your phone and maps to get the best routes. This system ties them together without creating extra work.

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How the Right Mobile App Can Skyrocket Your Auto Glass Sales

sales tracking app auto glass sales

Would sales call software make a difference in your sales? Sometimes apps seem more like a convenience than a necessity, but the right sales app can change your game completely. Why? It actually gives you information and protects it like no spreadsheet can.

People only buy auto glass when they have an accident, right? When people need a new window, they call their insurance agent, not the auto glass company. So you face a unique challenge of influencing the referrer, not the buyer. To complicate it, you need to see as many people as possible during a day, maximizing time by location.

So how do you influence an influencer? Build relationships. Get to know local insurance agents. Become friends on Facebook so you know what to talk about (or not talk about). Remember their kids, hobbies, likes/dislikes. Why? You want them to remember you and be the one they recommend.

Benefits of a Sales Tracking App

Sales tracking apps help you do all that (and more!). It keeps you in those face-to-face meetings and minimizes drive time. Plus, it provides you real-time information on your clients while keeping your notes stored securely. Here are the top five ways sales call software improves your business.

1. Keeps Data Accessible

You need a place where you can quickly find your prospects’ data and access it easily. Here, you can see all your notes and data from past visits. CallProof takes this a step further and allows you to generate a map of these clients to optimize your day.

You can log into CallProof and see the 10 insurance agents you want to see that day on a map. Click on the agents you want to visit to optimize the route. Now you know which one to start with and which one to go to next.

When we navigate your stops, we generate an extra 25% increase in the number of people you visit. Any CRM can organize data; the key is organizing your route. Plus, it factors in current traffic issues to save you even more time.

2. IDs Prospects You Haven’t Called

Our system also reminds you to contact the prospects that you haven’t talked to recently. As it tracks your follow-ups, we organize the reminders from oldest entry to newest. This way, your clients hear from you in regular intervals.

3. Gives Up-To-Date Business Info

There’s a high turnover with insurance agents. We integrate with Google Business directory to see the most recent information on each company. With this tool, you can find new agents in the area and know when your old contacts have moved.

A lot of organizations buy leads but the data can be 10+ months old by the time it gets to the sales team. Some organizations we work with even come in using data that they bought years ago. When they start using CallProof, their contact world completely changes because their data is up to date.

4. Tracks Referral Sources

Sometimes it’s hard to know whom to thank for your referrals. And a thank you goes a long way. With CallProof, you can create special numbers for agents to distribute to their clients. Then, when a customer calls, you know who referred them and can give credit where it’s due.

5. Continues Relationships If Your Salesperson Leaves

You’ll have turnover in your organization. So set yourself up to easily fill the shoes of someone who leaves. If you’ve been using a sales tracking app, you know the clients for each of your employees. CallProof keeps track of call history, plays previous conversations, and documents each meeting. Plus, it’s out of the salesperson’s hands. If they decide to leave, good terms or bad, they can’t manipulate or deny access to their data. The manager always maintains access.

Sales call software works. Let it work for you.

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