3 Reasons Your Sales Team Should Be Recording Calls

As enterprise sales teams continue to become more and more data-driven, you’d think call recording would be a priority, right? You’d be just as surprised as we are to find out only a few of the businesses we talk to take advantage of recording calls and text/SMS messages inside of Salesforce.

Here are 3 reasons how call recording can help improve efficiency and impact your bottomline.

• Training: every sales manager has had that ‘perfect’ sales call that embodies everything they’d like to hear in a customer conversation, whether it’s a customer narrative, objection handling or the final push to close. Call recordings allow managers and reps to share these best practices and insights in a scalable way.
• More Efficient Demo Calls: most discovery calls led by Sales Development Reps (SDRS) are relatively short in nature, and hence very easy to listen to and digest by Account Executives (AEs). This context allows AEs to hit the ground running on their demo calls so they can focus on what matters. Perhaps even more valuable is that this data allows AEs to disqualify customers ahead of time, saving them 30–90 minutes in time that they could focus on closing better deals
• Transitioning Deals/Accounts: closing your own deals can be hard enough; closing someone else’s even more so. When a rep moves on to a new position, all of the nuances of the deal are lost (buying temperature, attitudes, preferences, etc). Listening to call recordings are the closest a rep can get to being a part of all previous customer conversations.

Next time, don’t wish you had recorded that call. Track, manage and share your phone conversations to enhance collaboration, increase transparency and drive better customer conversations.