How Is Your Field CRM Sorted?

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We’re brainwashed to sort lists by letter and number. It’s like once we start singing our ABCs, we think that’s the best way to arrange everything. Unless there’s a number. Then we can’t help but put lists in sequence.

But chances are your customer relationship management system has your clients listed by name or by number. Why?

Seriously. Why?!

Are the As your best clients? Does their phone number or account number make them easier to call? No.

So why do traditional CRMs sort clients and prospects alphabetically or numerically? Well, these systems are build by IT specialists, not the people who actually use them. They’re software developers, not mobile salespeople. But as a mobile salesperson, you need to use geography to your advantage. You’re moving, but your prospects aren’t. So the best customer relationship management software uses mobility to your advantage. Here’s how:

Sorting by Location

The best customer relationship management tools sort clients geographically. The only way you’ll really use a CRM to maintain your sales pipeline is if it sorts field sales based on where you are at that given moment. Then, if you’re on one block today and another block tomorrow, you’ll see different lists. The system feeds you information about clients nearby — saving your time and keeping your lists fresh.

And it needs to update in real time — it’s not about where you were this morning or will be later today. You should see your list arranged by your current geographic location. Then you can take advantage of sales-ready opportunities around you rather than travel all over town, or only sell to your clients whose names start with A or B.

Want more tips for Field Sales? Check out Field Sales 101.

Capturing Information On-the-Go

You also need a simple mechanism to identify and capture new prospects — no matter where you are. At any given moment, you should be able to figure out what new prospects are within two miles of you.

How do we do that? At CallProof, we’ve set up our system to connect to Google API. Then we pair it down by industry. So, if I sell to health care providers, I can just hit a button and see all the providers near me and whether they’re in my database. If not, I can add them to the CRM by interacting with them.

If you have to find your target and enter them into your database later, that’s not capturing. You need to be able to put that information into your CRM from the field in less than two minutes. Then you can immediately set your next action step, which should sync to your calendar or to-do list. It’s not an “I entered a new prospect in my CRM only to never do anything with it” mentality. Get client info into the CRM fast with an action step that you’ll actually take. That’s what makes field sales skyrocket.

Related: Four Mobile CRM Advantages Your Sales Team Will Love

Inside Sales

If you’re working inside sales, you need options too. Geography isn’t the best for you to sort your potential customers. Instead, you need to be able to identify the best contact time for each prospect, then sort prospects by when it’s best to reach them.

For example, no one will reach an insurance agent on Friday afternoon — but maybe you’ve found Wednesday morning is a good time to contact the insurance agent. So sort your clients by their best contact time. It’s all about when you have the best likelihood of contacting a decision maker.

Your CRM software should offer you practical solutions to viewing current and potential customers. So choose a tool that works for you rather than creating extra work for you.

 

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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Looking For A Sales Lead Tracking App? Use This Checklist

sales lead tracking app checklist

A sales lead is like a banana: Once it’s peeled, it goes bad quickly.

Unlike the banana, leads can be costly and you don’t want to let any of them slip through the cracks. That’s what lead tracking apps are for. A lead tracking app gives you the ability to see each lead and who’s called them.

When you’re considering which lead-tracking app to download, you want to be sure your selection offers several essential features. After all, new leads are vital to the growth of your organization. Different than a CRM app, a good sales lead tracking app takes customer relations a step further. It identifies and showcases unprocessed leads so no lead goes unfollowed.

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Choosing the Right Sales Lead Tracking App

As you scroll through your choices, make sure your future app works for you. These 5 automatic features make all the difference in the dependability and value of the tool.

1. Mobile App and Web Portal Options

You’re in sales, so of course the app needs to work well when you’re on the road. But make sure your app isn’t just mobile. You need the option to access it from a computer as well to expand your options. An app that transfers from one platform to another is essential.

2. Automatically Record Website Leads

Let’s say you have a contact form on your website. A good lead-tracker automatically downloads that information into the app so you have an instant record. It then generates a pool of unassigned leads.

When a salesperson uses that list to make a prospecting call, they now own that client. As soon as that salesperson makes the call, the app removes the client from the lead list. Having an app regroup clients automatically saves you from the possibility of human oversight in moving clients from one list to another.

3. Log Calls Automatically

You also want an app that logs calls as soon as your salesperson makes contact. You shouldn’t have to wait until someone logs the call manually. Why? Because you have a team of salespeople accessing that list. If there is any delay in call logs, a lead could be contacted twice making your organization look disjointed. Automatic call log updates keep everyone on the same page.

4. Record Every Call

Your app should have the ability to record each call. If a call comes in, you need a recording of the sales person talking to the lead. Someone else, ideally the sales manager, should then listen to every call. Depending on the skill level of the sales rep on the call, a sales manager is going to hear different nuances in the conversation. In doing so, they’ll catch the missed opportunities.

Maybe the thought of listening to each call sounds cumbersome, but think of the investment. Let’s say you spend $5000 on a direct mailing campaign. If this mailing generates 100 calls, you’ve spent $50 per call. Your entry level sales rep may handle some of those calls, but at $50/call it’s worth listening to them!

Maybe the lead asks for a particular product or feature that the sales rep doesn’t know you have. You could call back that customer and say, “Hey, I know ___ talked to you the other day about XYZ. What he didn’t know is that we now offer XYZ.” Afterwards, address the miscommunication with the sales rep and use the conversation as a teaching tool for growing his or her knowledge base.

When you record calls and use them to your advantage, you simultaneously save deals and invest in your sales team.

5. Sync Emails

Email sync is crucial, especially if your organization is large. A good lead-tracking app allows you to see the emails between clients/prospects and anyone in your company. Much like the automatic call logs, this prevents you from contacting prospects without knowing they’re already customers.

Seeing their correspondence also grants you insight into their customer history. You learn what questions they’ve had and give the overall impression that your organization knows them when you contact them again. An app with this feature allows you to quickly see what’s transpired before you make contact.

When you’re making sales, you’re constantly on the go. Get an app that makes the job more convenient with tools like these right in your pocket. Leads may be slippery, but with an app that does the hard work for you, you can secure even more clients.

Recording Sales Calls: Should You Fear “Big Brother”?

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Mention that you want to record calls at the office and the dirty looks (along with an accusation of “Big Brother”) will quickly follow.

But despite the bad rap that accompanies listening in, there’s nothing to fear and everything to gain. Professional athletes replay game tape over and over to scrutinize their every move and see how to improve. As a salesperson, you should do the same. It’s normal to feel apprehensive, but analyzing your calls isn’t a means of punishment. It’s a means of improvement.

What Happens When You Listen to Your Own Calls?

When you take a moment and listen to your own calls, two things will happen. Number one, you’ll hate it because everyone hates hearing their own voice. Number two, you’ll realize you say things that don’t help during the sales scenario.

Everyone has a set of negative words that derail their sales. What are those negative terms for you? Here are a few common words that could hurt your sales.

1. Contract

Contracts equal commitment. When you ask a customer, “Would you like to sign a contract for…,” it’s too much too soon. Rather, ask if you can provide a free consultation for your service.  

2. Appointment

Appointments are formal commitments. Make the meetup more casual and say, “I’d like to visit with you” or “I’ll just stop by.”

3. Cheap

Cheap doesn’t just imply less money, cheap implies poor quality. Don’t lower the value of your service unintentionally by using this word.

4. Purchase

You put on the pressure when you ask the prospect to make a purchase. Skip that word and save talks of purchasing for a later date.

Hindsight is 20/20 and listening to your calls gives you a clear view of what unfolded. Maybe you misunderstood a question in your call and therefore misinformed the client. Maybe you just talk too fast. It’s natural to talk quickly when you’re nervous or new, but the client will match your pace and speed isn’t your friend. A quick pitch equals a quick no.

Delivering a sales pitch requires finesse. You can fix these issues with relative ease, but you’ll never know about them if you haven’t listened.

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When Should You Record Calls?

When you record calls, you build a resource center for learning what works and what doesn’t. But which calls should you record? Both outbound and inbound calls serve their respective purposes for evaluation and improvement.

Outbound Calls

Imagine you have 50 recent calls that resulted in an appointment. These calls give new salespeople access to live-action footage of overcoming sales obstacles.

They hear how to get past the gatekeeper. They hear a way to navigate past the numerous objections that come up. When the typical “He’s not here right now” or “He wouldn’t be interested” responses happen, your newbie learns multiple tactics for responding.

They’ll also learn how to build rapport with the gatekeeper to get to the actual decision maker. It’s often the nuances of chit-chat that get you through.

A new salesperson may also learn how to rephrase. For example, instead of asking, “Are you available next Tuesday at 2:00 for me to come by and talk about your business needs?” successful salespeople say, “I’m going to be in your area to see a client across the street at 2:00, so I’m going to stop in and see you.” Just a slight change in phrasing can make the difference in securing an appointment or closing a sale.

Inbound Calls

If you’re spending money getting prospects to call you, take the time to listen to those calls. Let’s say you spent $5,000 on an ad that resulted in 50 calls. Is listening to each one worth it? Yes! You paid $100 for each of those calls.

Listen to see how each call was handled and if any missed opportunities can be recovered. Did you ask enough questions? Did you give misinformation that led to non-sale? Did you build rapport? Some prospects can be salvaged if you call them back.

Proven Success

Build your business based on processes and proven successes. Not recording your calls is like starting from scratch every day. Once you start recording calls, use a trainer to listen to calls and find ways to improve them. If you have someone who does this well, you’ll improve your results by 5-30%.

Managers, to see truly positive results, you’ll need the salespeople’s buy-in. Make sure your team knows the goal. You haven’t lost trust in them; you’re growing their resources. When the business improves, everyone benefits.

Recording calls is like capturing opportunities in a giant net. If someone goes through that net at the end of a week, they may find some hidden gems. There may be a lot of junk that to sort through, but there also may be treasure.

Sales Call Tracking Software – The Instant Replay of Sales

instant replay sales call tracking software

It would be very difficult for an NFL coach to improve his team’s performance without taping the game and using instant replay. The same is true for sales managers. It’s impossible to track high-quality, high-yield sales activities without the right applications.

Here are 5 ways sales call tracking software can help managers and sales teams increase sales.

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1. Improve Call Quality

I’ve seen many salespeople with a high volume of activity and a decent amount of sales, who also lack quality in their cold calling. Using sales call tracking software, a sales manager can listen to call recordings and analyze the phrasing a salesperson is using. This can greatly improve the quality of the salesperson’s calls, and rather than making more cold calls, they can make smarter calls with better results.

2. Track Sales Activity

If you want to improve your team’s performance, you can’t depend on memory alone. Your activity-tracking needs to be automated: number of dials, number of meetings booked, number of proposals sent, the last time your best clients emailed or called you, and the last time you called or emailed them.

Let’s imagine you’re reviewing a list of your top 100 clients and you discover 30 of them have not talked to your sales department in the last 60 days. Automated tracking alerts the Sales Manager to make sure the sales team contacts those 30 clients.

3. Monitor the Sales Cycle

It’s been said, “At the end of the day, sales are all that matter.” That’s not always true, especially if you don’t know what your salespeople are doing over a long sales cycle.

For example, let’s say you need to determine if your salespeople are making high-quality calls and whether or not they can fill your sales funnel. After 6 months, one of your salespeople hasn’t made any sales, but without tracking software you don’t have any data. You don’t know the quality of your salesperson’s calls or if he has even worked at all.

4. Change Sales Activities in Real Time

Real-time software can tell you exactly what’s happening at any time with your sales activities. If you check your team’s call volume at noon and see that one salesperson hasn’t made any calls all morning, you can still save the day. Real-time sales data alerts you to exactly what’s happening with your team, allowing you to coach your salesperson and help turn the situation around.

5. Eliminate Self-Reporting

Relying on self-reporting simply doesn’t work. Everyone needs to be held accountable, and having accurate, real-time information is critical. You need an app that automatically inputs your team’s e-mails, clients and prospects directly into a CRM system.

Without the right tracking software, your sales team will never reach their full potential. A sales call tracking software like Callproof will help improve their sales call quality and most importantly, lead to more sales.