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Even though dashboards provide marketing and sales managers with quite a bit of insight regarding what their IT sales representatives are doing and how effective their tactics are, they may still fall short. In many cases, a better option is to make recording sales calls mandatory. Recording sales calls will provide management with insight into the efforts being used, without violating their potential customer’s trust.
Getting Started with the Recordings
The first step in implementing the recording of sales calls is to ask permission from the prospect. Let them know that this will only be used for training purposes. This will be impressive to the prospect because it will let them know that you highly value what they are going to say during the meeting and that you want to ensure you can reference it if needed.
There is another benefit of recording a sales call. It will allow you to free up your mind to focus on what the prospect is saying and making your presentation, rather than being distracted by taking notes. When you record your sales calls, it will allow you to clarify how interested a prospect is down the road and what benefits and features capture their interest most.
