How can you effectively measure your phone prospecting activities?

From my experience, most meetings are booked over the phone. You can do all the research but if your call volume isn't high enough you won't book the meetings and your pipeline will suffer. The easiest way to measure call volume is through an outreach application, but if not, your CRM should also track call activity. By setting aside specified time blocks to call, you can maximise your efficiency, and by extension, success. Make note of the days and times your calls are most successful. Track your calls each day for the week so if you don't hit your KPIs on one day, you'll know how many calls to do on the next day to get back to target.

Here's an action plan to manage call volume: Set Targets: Decide on a daily, weekly, and monthly call goal. These should align with your overall sales targets. Use the Right Tools: A CRM or dialer software is key. It tracks your calls automatically and keeps you organized. Regular Check-ins: Review your call count daily and weekly. This keeps you on track and lets you adjust if you're falling short. Time Management: Schedule specific times for prospecting calls. Consistency is crucial to hit those numbers. Quality Control: More calls are great, but don't sacrifice quality. A quick debrief post-call can ensure you're not just dialing for the sake of it.

The easiest way to track this through an outreach application, such as Outreach.com. These applications have built-in reports which track metrics like connect rate. If you don't have access to one of these applications, it will be more of a manual job. For example. have an excel file in which you track calls, and how many of them connect. You can go into as much detail as you deem necessary. How many calls connect? How many go directly to your prospect? How many go to voicemail? Make note of any objections you receive, and draft answers to them so you can be more fluent on the next call. Aim for a 75% connect rate. There are also tools available to maximise call success, such as ZoomInfo, Lusha, and Apollo, to name just a few.

Start by tracking the number of outbound calls made within a specific time frame. Calculate the connect rate by dividing the number of successful connections (e.g., answered calls, conversations with decision-makers) by the total number of attempted calls, then multiply by 100 to get a percentage. Use call tracking software to automate this process and gain insights into call outcomes, including duration, frequency, and conversion rates. Analyze trends over time to identify patterns and areas for improvement, such as optimizing call scripts, refining targeting criteria, or adjusting calling schedules. Regularly review and adjust strategies based on performance metrics to increase efficiency and effectiveness in phone prospecting efforts.

Yeah conversion is a good way to rate, if you have effectively communicated or passed the message the customer should be able to buy.

Your prospecting time is extremely valuable so if your targets are correct (ICP) and you get a chance to connect then you have to make it count. Something like... "We've not spoken before, you may have seen the email I sent about PAIN POINT. Does that ring a bell? When I speak to THEIR JOB TITLE in INDUSTRY they tell me that EDUCATED APPRAISAL OF THEIR PROBLEM. Would you agree? We have a solution for that and it seemed relevant to share it with you..." If you offer relevant and helpful information it's hard to get it wrong. That should lead to a quality conversation.

A humaniza??o nos atendimentos feitos aos clientes! Métodos inbound ajudam muito nessas horas! Por isso sempre fazer o cliente se sentir parte da família!