Why Your Salespeople Hate Using Your CRM – And How to Change Their Minds

Salespeople Hate Using CRM

CRMs started off on the wrong foot. When they first came out, they were isolated to a desktop and not user friendly. Back then, laptops, WiFi, and smartphones weren’t around to allow mobile access to data. So the outside salesperson was forced to go back to the office to enter information. And the CRM became a ball and chain.

Salespeople who’ve been in the business a while have witnessed the evolution of the CRM firsthand. Some now appreciate it, but many still hate it. Their bad experiences with CRMs leave them with little motivation to adopt a new one now. Maybe they got fired for not using it years ago. Maybe they think of it as a clunky, outdated tool. Now, they just roll their eyes every time it’s mentioned.

But the fact of the matter is, you need all your salespeople on board for a CRM to be effective. A CRM (no matter how current, user friendly, and efficient) is useless without good data. And the most vital data is contact information for prospects and clients. Who enters this info? The very salespeople that hate using it.

So if you’re ready to get a CRM that works, start by getting your salespeople on board.

Why Good Salespeople Hate CRMs

Good salespeople hate CRMs that get in their way. They want to go out and sell without having to pause their activity to enter cumbersome information. But with the right automation and set-up, a CRM like CallProof lets them simply check off information on their phone.

Imagine a big whiteboard with a list of all your customers. Each time you contact someone, you check them off. The next day, you look at your list and evaluate, “Who did I contact? What promises did I make? Who should I follow up with?” CallProof gives you this checklist digitally (via your mobile device or your desktop — whichever you prefer). Plus, we even remind you to make the check mark.

Related: Why Everything You Know About CRM Is 100% Wrong

Even the best salespeople need reminders. Selling is contacting and following up. No matter how smart someone is, it’s impossible to remember the details of 30-60 conversations per day with full clarity. Then it compounds. If you contact that many people, making promises to follow up with even half of them, you’re dealing with about 75 points of action to remember each week. But what if you forget? Each proposal that slips through the cracks or question that goes unanswered turns into an empty promise that cripples your credibility for future sales.

Enter a CRM that notifies you when it’s time for action.

Why Bad Salespeople Hate CRMs

Bad salespeople hate CRMs that show their real performance. They don’t want their managers to see evidence of the inactivity that leads to their poor performance.

But a good manager wants to know the truth. People who need to make a car payment and pay their mortgage create stories about deals they’re “trying to close”. But deals don’t close without interaction. Once managers see the correspondence (or lack thereof) between the customer and the sales rep, they’ll know the actual likelihood of the deals.

The Evolution of CRM

A CRM simply provides direction for where to spend energy and time. It keeps your list of prospects and clients organized so you know who to call first. With a clear client list, salespeople know where to start.

Back in the day, you had to enter all this information in a database on your own. Now, an app like CallProof automates your daily activities and allows you to “check” items off your list while simultaneously logging your activity. It keeps teams on track and holds them accountable. It even reminds you when to take action on the promises you’ve made.

So don’t let preconceptions of a cumbersome, stationary CRM keep your team from utilizing this tool. CRMs have evolved into mobile apps that make documentation simple. It’s time to get your team on board.

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.


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.


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”?

recording sales calls

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.


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.

Tracking Outside vs. Inside Sales: How to Monitor Your Entire Team’s Progress

Tracking Outside vs. Inside Sales-

At first glance, outside and inside sales seem drastically different. An inside salesperson sits in an office, making calls and selling the product over the phone or internet. They work in response to the easy and less profitable sales.

Alternatively, an outside salespeople is in the field initiating face-to-face conversations with prospects. They work towards more personal relationships with the customers and are responsible for high-valued targets.

Although they play different roles, inside and outside salespeople are really on the same team, just two sides of the same coin. As a sales manager, your task is to determine who is successful where, and how they will best benefit your organization. If you monitor, and even automate, these three basic metrics, you can make much more informed decisions about how to get the most from your team.


3 Metrics to Track for Your Sales Team

1. Activity

First, look at daily functions to gauge how often your salespeople attempt to generate new clients. How many pop-in visits or cold calls do they make each day? What other sales-generating activities do they perform? With a tool like CallProof, you can automate these reports and see a clear picture of the actions of your sales team.

A lot of companies use a point system to measure the value of their time. Any activity that generates clients is worth one point: calling a prospect, dropping by an office, etc. Activities that simply respond to clients who have already expressed interest are worth zero. Salespeople, particularly those in outside sales, must earn credits. They have to do the work and talk to more people to gain points. The more people that hear their story and what they’re selling, the more sales rise.

2. Close Ratios

When you’re able to see this activity, you can place your strongest lead generators in outside sales. Considered hunters, these salespeople spend their time prospecting, calling people who aren’t already customers, and making appointments. Keep these sellers in the field and then reassign their customers to someone who will cultivate a relationship. Hunters aren’t long-term oriented.

For those not as effective in meeting strangers and starting those relationships, look at their close ratios. If they close a high number of their prospects, they could also close sales from the connections made by others. These gatherers will invest long-term with their customers and nurture those relationships.

Generally, a salesperson’s strength is also what he or she enjoys most. By asking your sales team what they like doing and comparing that with their activity reports, you can place your hunters and your gatherers accordingly. Typically, you won’t have a salesperson good at both.

3. Talk Tracks

Even if you have the right people in the right positions, the language of the sale can make or break a deal. If you have a playback of sales from the beginning to the end, you’ll notice language patterns in sales that close versus those that don’t. Certain buzzwords kill a sale.

Here’s an experiment to try: What if you pay your prospects to come in for a sales presentation and record the sales pitch? If you do this enough, you will hear phrases that scare the customer off and can revise your language. Re-framing the sales presentation can drastically change the result.

For example, a solar panel company spent the bulk of their sales pitch emphasizing the environmental benefits of the panels. No one cared. When they re-framed the pitch to emphasize return on investment, sales changed. Same product, different language. The talk track made the difference.

How Do Customers Find You

In the midst of the time and energy spent finding the clients and maximizing the skills of your sales team, don’t overlook how the client finds you. If there’s a recurring way they come to you, invest in that. Most people attribute client interest to referrals. So, ask yourself, “Am I doing my best to get more referrals?” Most people aren’t. Do what it takes to gain more referrals. It’s worthwhile.

21 Sales Statistics Every Sales Manager Should See

21 Sales Statistics

It’s no surprise that cold calls and follow-ups are part of most sales organizations’ processes. What is surprising is how much those processes could be improved, especially when it comes to sales tracking and automation.

I recently came across some interesting and actionable sales statistics that will strike a chord with any salesperson or manager. Use them in your organization to increase progress towards your team’s sales and sales automation efforts.


Cold Calls

1. In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today it is 8 attempts. (TeleNet & Ovation Sales Group)

2. 78% of decision makers polled have taken an appointment or attended an event that came from an email or cold call. (DiscoverOrg)

3. The early bird gets the worm. 50% of sales go to the first salesperson to contact the prospect. (Insidesales.com)

Lead Nurturing

4. 80% of sales require 5 follow-up calls after meeting. (Scripted)

5. The average salesperson only makes 2 attempts to reach a prospect (Sirius Decisions), but it takes approximately 7-13 touches to generate a B2B qualified sales lead (Direct Marketing Partners).

6. 92% of salespeople give up after no sales on the 4th call. 60% of customers say no four times before saying yes. (NuGrowth)

7. The number of conversations per passed account increased 15% year-over-year. In other words, SDRs were having more conversations per account (and across contacts) before passing the qualified opportunity. (The Outbound Index)

8. Texting after contact leads to a 112.6% higher lead to engagement conversion. (Velocify)

9. Companies that nurture leads make 50% more sales at a cost 33% less than non-nurtured leads. (Forrester Research)


10. The average voicemail response rate is 4.8%. (InsideSales)

11. A team of 50 sales reps leave approximately 1277 hours of voicemails per month. (RingDNA)

12. 80% of calls go to voicemail, and 90% of first-time voicemails are never returned. (RingLead)

Automation & Sales Processes

13. 80% of the avg. salesperson’s day is spent on non-revenue generating activities. (NuGrowth)

14. Automated & enforced sales processes generate 88% quota attainment (vs. 78% with merely “well documented” processes.) (Velocify)

15. 45% of sales reps say they need help figuring out which accounts to prioritize. (NuGrowth)

16. 20% of sales reps’ time is spent researching, not selling. (NuGrowth)

17. The average salesperson only sells for 90 minutes each day. (NuGrowth)

18. Only 33% of inside sales rep time is spent actively selling. (CSO Insights)

19. 71% of sales reps say they spend too much time on data entry. (Toutapp)

20. According to a Qvidian 2014 Sales Execution Survey, 88% of missed opportunities were caused because sales couldn’t find or leverage internal resources.

21. 42% of sales reps don’t feel they have the information they need before making a call. (NuGrowth)

3 Tips For Tracking Door To Door Sales

tracking door to door sales

Is door to door selling dead? Not by a long shot. In fact, this sales tactic is growing. From 2013 to 2014, U.S. retail sales in the direct selling channel increased 5.5%, bringing in an estimated $34.47 billion, an industry record high. You may try to dismiss this tactic as dated and ineffective, but the fact remains: this is a $34 billion industry still on the rise.

Which Industries Should Use This Approach?

For some, door to door is clearly the best option. For instance, if a neighborhood experiences severe weather, salespeople can go door to door to address repair needs for the houses. For other industries, door to door sales are often overlooked. However, nothing works better than an actual person having a conversation with a potential customer.

Consumers are bombarded with marketing information, but a face to face encounter carries more weight than a media message. Most people will answer with a resounding, “NO!” if you ask whether they like someone coming to their house to sell them something. Yet, people buy from door to door sales people all the time. Think of all the Girl Scout cookies, solar panels, or alarm systems purchased this way.


What Skills Are Needed to Sell Door to Door?

For door-to-door sales to work to their potential, the salesperson must have strong conversational skills. Unfortunately, it’s becoming harder and harder to find someone with those skills. Millennials don’t have the conversation skills of previous generations. They’re great at communicating through a chat window or via text, but haven’t cultivated the ability to talk to a stranger and build rapport.

The good news is, anyone can learn the skills needed to be a salesperson. The obstacle lies in the practice. Inevitably, there will be uncomfortable days and unreceptive customers who make going to the next door just a little more difficult. Tracking adds a layer of accountability to this process, providing a little more motivation for overcoming those obstacles.

3 Ways to Use Tracking in Door to Door Sales

Tracking sales eliminates the frustrations involved in sales reports. It also boosts effectiveness of sales. These three main components go a long way in improving the success rate of direct selling.

1. Report GPS

If you have an app that reports GPS, you can accomplish two goals with one tool. First, the app tracks each location a salesperson visits, without having to enter data into a spreadsheet. Second, with the click of a button, the salesperson can report who they spoke with and if the prospect was interested or not.

2. Report Time

Whether you use commission or time as your pay structure, you need to track the hours involved with the sales. The old method, paper, lacks validity, but if you have a GPS-stamped app that reports time, there’s no longer a question of reliability.

Some may argue that it doesn’t matter if a salesperson falsifies their time in a commission only structure. If they don’t sell anything, you don’t pay. However, if you have the facts, you can coach your team towards success. You can use the data of top salespersons to teach those with lower numbers, and in the process, raise the success of the whole team.

3. Use Automated Tools for Follow-Up

In the reality of door to door sales, sometimes people just aren’t home. When that happens, an app like CallProof enables you to follow up with those you missed with the click of a button. You can create custom connections between the app and your fulfillment house for follow-up. So if you miss a face-to-face sale, you can make contact with them in a different form, like a mail out.

We understand door to door selling is old-school. It’s not that attractive at first look, but it’s effective. Tracking through an app like CallProof enhances this effectiveness and gives you a bigger piece of that 34 billion dollar pie.


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.


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.

Salespeople: Fix Your Elevator Pitch to Get a Meeting With Anyone

Callproof Elevator pitch

If it’s good, you can win a sale or a customer.

If it’s bad, you can lose a lot more than that.

The elevator pitch has been around for ages, and it’s here to stay. Businesses use it in person, in print and on the web to convey their value proposition to customers.

But it’s gotta be good to be convincing—and to catch busy consumers’ ears.

Today’s salesperson has to compete with a lot of noise: information overload, never-ending emails, pop-up ads. There’s no shortage of elements competing for your audience’s attention. You can use new technologies to your advantage, however, if you learn how to fix your elevator pitch.


It’s a New Day

The smartphone is the average salesperson’s worst nightmare. It’s like competing every minute of every day with a cute puppy video, the latest ice bucket challenge, or celebrity hacking scandal. If you adapt your pitch, however, you’ll gain a competitive edge. Instead of fighting with the smartphone, use it as one of your tools.

A Picture is Worth A Thousand Words

  • The next time you’re pitching your product to a new prospect, grab your smartphone. Open up a photo folder to show off your product’s features and address a customer’s pain point.
  • Take screenshots so you can showcase your product even when you don’t have access to the internet—such as when you’re in an actual elevator or brick building.

Show and Tell

Sometimes, it’s not enough to simply “tell” someone about your product; you need to offer proof, too. Your smartphone will come in handy for proving that your product works or meets a pain point. You can hit multiple senses with your phone in hand; your audience will “hear” your well-crafted pitch and “see” pictures.

For example, you’ve connected with a potential investor and you have five minutes of her time. Instead of an isolated, verbal elevator pitch, you use screenshots and onboarding slides to “show” the investor the product’s potential. This is a much more convincing elevator pitch that will improve your chances of getting funding.

Slow it Down

One of the biggest mistakes newbies (and seasoned salespeople) can make is talking too fast. There’s a fine line between giving a speech and giving a pitch. You don’t want people to have the impression that you’re giving a canned speech and simply notching points off of a checklist. You DO want people to get the impression that you’re giving them a personalized preview of the product and that you care. A too-quick pitch is a surefire way to obliterate your chances of getting a meeting or scheduling an appointment.

Reading the Situation

Often, the most important part of an elevator pitch is to know when to give it. There’s nothing worse (or more awkward) than plugging through an elevator pitch when everyone around you is feeling the uncomfortable tension of an unwilling audience.

Increase your chances of success: give a pre-elevator pitch that assesses the person’s interest level and gives her a way out—before you ever start. Gauge this right –and prime the pump, so to speak– and you’ll end up giving your elevator pitch to people who are ready and willing to hear it.

When it comes to crafting the perfect elevator pitch, the bottom line is to continually evaluate the culture, adopt tools like the smartphone that help you improve it, engage multiple senses, and slow it down. Combine all of these tips with a keen pre-screening step, and you’ll hit the mark more often, and score more meetings and sales.


How Much Freedom Should You Give Your Sales Team?

Callproof Salespeople Freedom

Much like Olympic gymnasts start training from a very young age to master the art of balancing on a 4 inch-wide beam, learning to balance on the precarious beam that is sales freedom takes years of trial and error.

Take too much freedom away, and your sales team revolts.

Give too much freedom, and you’ll lose potential sales revenue.

As a sales manager, you don’t have the luxury of spending hours in training classes, learning how to walk the freedom line. Today, we’re going to show you how to identify team members who deserve freedom, and those who aren’t yet ready for it.

The New Hire

This one’s pretty easy to judge: Track every new hire’s activity level and make sure the new employee has sufficient daily activity to meet sales goals—until she proves herself. Only then should you give her a little freedom.

The Seasoned Salesperson

If you have a team member who’s been around the block and outperforms everyone else, don’t micromanage. You’ll risk alienating someone who’s hitting sales goals time and time again. In this case, freedom should be freely given.

The In-Between

For everyone else, follow this rule: The less you’re selling, the less freedom you get. But if you’ve never before tracked a salesperson’s activity and you start, your team will probably look at you as a micromanager.


Measuring a Salesperson’s Freedom Potential

The previous point brings us back to the importance of tracking activity. You should justify the need to track sales activity for every person on your team, because it gives you the insight you need to gauge sales objectives–before it’s too late.

Let’s put it another way: Tracking helps your salespeople perform better, and it helps the company increase revenue. That’s a win-win for everyone.

If you’re going to present a new activity-tracking plan to your team, present it in a positive light to further its acceptance:

  • Track the prospects, not necessarily the salespeople. If you track where prospects are in the sales cycle, and who’s been contacted, you take the direct focus off of salespeople. That way, you can present a tracking report covering untouched prospects in a positive way, and help the salesperson see the untapped potential he should target.
  • Encourage success. When a salesperson is underperforming, they’re likely discouraged, too. Instead of investing a lot of time in someone who doesn’t turn out sales, tracking their activity can help them see what they did in the past to be successful. Then, you can work out a plan together for meeting realistic and incremental sales goals. In this way, your team will see tracking as encouragement, instead of punishment or distrust.

Tracking your sales team from the get-go offers unique insight into who is performing and who isn’t — and who has earned freedom. You’ll avoid investing training, time and resources into zero-performing salespeople, and you can reward your top sellers with the freedom they deserve.