How can you effectively document and track objection handling efforts in sales development?

2 How to document objection handling?

Documenting objection handling is essential for recording the details of your interactions with prospects, such as the source, channel, and stage of the lead; the type, frequency, and severity of the objection; the objection handling technique, script, or resource used; the outcome and feedback of the attempt; and the next steps and follow-up actions. You can use various tools and methods to document objection handling, such as CRM systems like Salesforce or HubSpot, spreadsheets where you can customize templates and columns for tracking data, voice and email recording software like Gong or Chorus to capture conversations and emails with prospects, and objection handling frameworks like LAER or Sandler to structure your process.

3 How to track objection handling?

Tracking objection handling means measuring and monitoring your performance and results, such as the number and percentage of objections you handled successfully or unsuccessfully, the average time and effort you spent on objection handling per lead or account, and the correlation between your objection handling efforts and your sales development metrics. Additionally, it involves tracking trends and patterns of your objection handling performance over time and across different segments and scenarios to identify gaps and opportunities for improvement in your objection handling skills and strategies. To track objection handling, you can use dashboards and reports to visualize and compare data, scorecards and checklists to evaluate performance, surveys and feedback forms to collect feedback, or coaching and mentoring sessions to review results with coaches or mentors.

4 How to use your objection handling data and insights?

Documenting and tracking objection handling is essential for sales development, but it can be difficult. To gain more clarity, confidence, and control over your objection handling process and outcomes, you should review your objection handling data and insights regularly to identify areas of improvement and action plans. Additionally, testing different objection handling techniques, scripts, and resources can measure their impact and effectiveness. Moreover, you can learn from your best and worst examples to replicate or avoid them in the future. Furthermore, sharing your objection handling data and insights with peers and managers can help exchange tips and feedback. Finally, celebrating your objection handling achievements and rewarding yourself and your team for efforts and results can further boost sales development performance and results.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?