Have you ever thought about how many outbound calls per day are made by a sale rep? On average, a sales rep makes around 52 calls per day. Of which nearly 15% of the time is spent over leaving voicemails!
However, at the end of a month, it doesn’t matter how many outbound calls per day you have made. All that matters is the number of conversations or hot leads you have got. But as you start making outbound calls, you might have tons of questions that need answers.
And, not everyone is lucky enough to have a mentor who can answer them all. That’s why we have created this fun question-and-answer session related to outbound calls. This post will answer all the questions you will ever have about outbound calls.
The industry average is 52 calls per day. As long as you meet the average or exceed it, you should be in a good place. Also, remember – it all boils down to the quality of your calls and the conversation rate. Quantity is just a secondary factor.
Outbound calls help you connect with prospective customers to identify whether they have a genuine need for your product or not. Before you make an outbound call, you will have to develop a game plan – how will you determine if additional conversations are warranted and whether the prospect is a good lead or not?
It would be best if you look at outbound calls as a way to build relationships with prospects. Have an open conversation with them, and kickstart a consultative review. Instead of using the initial minutes of your outbound calls to get into the head of your prospects, use them to assure your prospects that you respect their time. This will make them open up and eventually give you more time to pitch your products or services.
An outbound sales call is a process where a rep gets in touch with someone whom they have never spoken to earlier. The rep is going to build a business relationship just out of that call.
If you’re one of those new sales reps looking for ways “how to make outbound sales calls” here are our tried and tested tips curated just for you –
While this is not an exhaustive list, the above tips will help the SDRs to get going in the right direction and learn the nuances of outbound calls quickly.
Outbound calls remain an integral part of any sales process. Similar to all other aspects of the sales cycle, it is vital to track outbound calls and ensure that their quality is up to par.
Especially when outbound calls are new territory for your SDRs, it is better to track their progress and offer constructive feedback rather than letting them get the hang of things on their own.
The process of tracking outbound calls is not just useful for quality testing and training purposes, but it gives the management a clear view of the experience their prospective customers receive. When you track outbound calls you can pinpoint the weak points in your sales process, understand the strengths and weaknesses of your sales reps, and measure sales metrics effortlessly.
Most salespeople don’t track outbound calls because they have no idea where to start. Initially, you can just start by recording the conversations of your SDRs and get them reviewed by their managers or trainers. While manual analysis might seem easy when your sales team is small, it can quickly get out of hand as your team expands.
Manual tracking and analysis of outbound calls can be time-consuming and expensive. What’s more – the process is neither transparent nor consistent, leaving room for ambiguity and biases. As a result, organizations often end up making predictions and decisions based on erroneous and inaccurate sales data.
Moving away from manual sales conversation analysis to a conversation intelligence platform like Rafiki can be a lifesaver for any sales team. Tools like Rafiki will enable businesses to consolidate all sales conversations in a single cloud database and slice and dice through the same to get actionable insights.
Rafiki’s intelligent AI engine transcribes and understands every sales conversation that happens and analyzes it based on the metric preset by their business. It helps them to spot deal risks, improvement opportunities, and upselling chances in the click of a button.
Rafiki also captures talk ratios, breaks down different triggers regarding topics within calls, and deciphers questioning strategies of SDRs to derive a pattern that will help your SDRs succeed and close more deals. What’s more, Rafiki can inform you how your top performers go about their calls, and their sales strategy, and understand every little nuance involved in their sales process.
Its built-in feedback feature enables the sales team to learn from each other’s wins and mistakes. The interactive feedback feature fosters team collaboration and helps sharpen skills and prepare for future calls.