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Did you know that around 95% of all sales agents are expected to enter inbound call details into a CRM system manually?
The problem with this is that if the information is not captured correctly, the CRM can’t deliver all the insights and benefits it is designed to provide. As a result, salespeople and managers can’t maximise the opportunities they have in front of them.
One way to get around this is through automation. By using a Logimeter number you can capture information from incoming calls and it automatically enters your CRM meaning your sales team can focus on what they do best: selling.
The truth is, agents are reluctant to input lead data or keep records up to date if they have to do it manually. This is because data capturing is tedious and time-consuming.
Ironically, a lot of salespeople feel CRMs complicate their job instead of streamlining it. After all, their forté is talking to clients to close deals for the company – not tracking every lead and inputting data after every call.
Additionally, when entered manually, details from calls are often incomplete. This may be because the salespeople are unaware of vital client information they should have captured during their conversation. As such, it makes it impossible for sales managers to get a complete view of their operations.
A strategic approach to solving this problem is through automation. By integrating an effective call tracking solution with your CRM system, you can automatically record the actions and results of every call coming from your customers and leads.
For example, it will capture details such as which salesperson answered a call and what the outcome was. No one has to manually input this information into your CRM after the phone call.
There are four stages of CRM call automation: track, capture, analyse, deliver. Every step of the sales process – from calling to closing – is on record and is tracked efficiently.
In automating this process, your system can greet callers and give them relevant options to select regarding the reason for their call. Then, they can be routed seamlessly to the right salesperson.
The agent will have the caller’s information and reasons for calling on hand to provide better, more efficient support.
Collecting this detailed data helps you to provide better customer service. It also makes it easier to track and analyse sales agent performance, team outcomes, missed calls, and customer behaviour trends.
Managers can then identify areas for improvement and see where they can optimise their sales strategies. This helps to prevent lost lead and sale opportunities and improve overall performance.
When it comes to finding the right system for your business, you should look for a number of different factors. It’s essential that your potential solution does more than just capture leads.
Through automation, you can immediately identify the reason why a caller is phoning. Then you can easily route calls to the right salespeople. This saves time as callers don’t need to go through multiple screening questions to reach the right person.
Instead, the correct agent will already have their information in the system and be ready to address their query.
With this automation, your CRM records every single interaction a customer has with your business. Your salespeople don’t have to spend time asking basic questions, such as requesting a phone number and inputting information after calls.
It also helps them personalise their service and build better relationships with both leads and existing customers.
Ultimately, this will lead to higher sales conversions as your team can spend more time selling and improving their strategies.
Being able to quickly search, record, and follow up on incoming leads via updated call lists and contact information is essential for an engaged and efficient sales team.
They can see in real-time reporting what’s working and what isn’t. Based on that, they can highlight new sales, contacts, and lead opportunities. This integration in the CRM and tracking will enable more sales in a shorter time.
A strong sales process or workflow helps reps consistently close deals. It gives them the system tools and framework they need to work from. There is no more guesswork. Everything is in one place.
By tracking inbound calls and inbound leads, you know exactly which leads come from which marketing exercise, how many turned into sales, and what those sales are worth. This can help improve your lead follow-up strategies and help you focus on campaigns that actually work.
In the short term, it will empower sales teams by boosting conversions and closing more deals over the phone. In the long run, it helps inform important business decisions while untangling snags in the sales processes.
Automatically capturing inbound calls in a CRM system gives sales managers a complete overview of their lead conversion rate.
You can track every call in detail to see where it originated from, the reason for the call, who answered it, and what happened afterward. This helps you to track and record the path every lead takes on the journey to conversion.
It’s just as important to track inbound calls as it is to track outbound calls. It ensures that no sales opportunities are lost. This is because you can use the data and call recordings that were collected automatically to understand why certain leads converted and others didn’t.
You can also identify which salespeople are performing well and which aren’t. As a result, you can address any shortcomings and areas for improvement.
By automatically capturing detailed data about leads and customers, you can gather valuable insights for your business.
For example, you can better evaluate every new lead in terms of their value and sales-readiness. This makes the sales process and call tracking more strategic.
These insights help sales staff quickly search for, identify, and action those areas within the sales pipeline that need attention.
The biggest upside of automated call capturing is your sales team spends less time capturing caller info and has more free time to sell. At the same time, the quality and accuracy of CRM lead records and data increase dramatically.
To ensure sales reps follow up on leads and have more time to make deals, capturing details from all incoming phone calls is key. With one simple CRM integration, you can streamline your process, identify more opportunities, and help your salespeople provide better service.
For more information on how to digitise your entire sales call process book a demo with us.
