Well, no, not all of them.
With the tiny window of time you’ve got, you can’t waste it by listening to sales calls randomly. A strategy will save you hours of unproductivity. Be selective in reviewing calls and zero in on the most compelling insights.
Here are the exact situations when you benefit from listening-in:
#1 Priority: The Calls That Aren’t Converting
The most important calls to listen to are the ones that aren’t turning into meetings. When you’re performing systematic, account-based outbound sales, it’s assumed that the lead on the phone is the right person (ICP) from the right company (target account).
So if the lead doesn’t bite, it’s an SDR issue, and it’s urgent because this lead is your ideal customer. It’s possible that the rep needs coaching on their voice tone or delivery, however, the pitch is the most likely problem.
Listening to these calls, especially the ones from your highest conversion ICP/TM combo, will ID internal issues like messaging and individual SDR skills.
#2 Priority: All-Stars
You can always learn from the best. Listen to calls from those reps who are consistently hitting their numbers.
Soon, you’ll figure out what is working, why, and where those skills are transferable. Take those insights and turn them into best practices for your whole team.
#3 Priority: Training
When you have newbies on your outbound sales team, it’s essential to review their calls throughout the training process.
Directly coach on the points found for improvement using the recordings. You can also use clips from your All-stars as specific examples to strive for and role-play practice.
Don’t waste your precious time. Start listening to sales calls strategically. It will pay off.
We’ve identified 20 can’t miss sales development KPIs for B2B outbound teams. Read the ebook.
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