by Jon Rognerud

Joe furrowed his brow as he reviewed Amy’s sales
numbers. He knew that she was talented and friendly on the phone but
these numbers did not make sense. Why was she failing to make her sales
numbers?

Many sales managers are just like Joe. They hire people
who have the knowledge, skills and abilities for inside sales. The
promising new hires go through training and seem to get off to a good
start but soon the numbers fall off and the manager is left to wonder
what went wrong.

Sales people like to succeed. No one goes into
sales to simply get by, they want to be superstars. In fact most of
your employees want to succeed. Success creates an upbeat, motivating
environment. Happy employees will also make your customers happy.

Call
recording is an efficient way to train, monitor and improve your
employee’s performance. You can use call recording throughout your
organization to monitor and train every customer touch function.

If
you can train your top sales people to close just a few more deals per
month, the increase to your bottom line would be significant. What
would happen if you duplicated that effort throughout the sales
department or even the entire company? Billing, customer service, and
technical support can all contribute to growing your business. Imagine
the value of having every single employee acting as a company
ambassador, service and sales would skyrocket.

You have the
opportunity to create best practices around good customer calls. Those
calls can be used to train and motivate other employees. Call recording
allows you to intervene early and avoid employee failure.

With
call recording, Joe would have real time data that he could use to
coach Amy to success. Further, he could have used the calls of his top
performer, Pete to enhance the performance of the entire department.

In
our current economic climate, no company can afford to miss
opportunities or lose customers. Optimizing your marketing processes is
critical to success in this market. Call recording is a low cost method
that maximizes every customer call. That is not only good service but
good business.