It’s time to put in the management effort to look at metrics showing result and skill EVEN if it means figuring out new ways to measure your team!
It’s easy to pull dials and phone time, even things you’ve identified as important from your CRM. The problem with ONLY looking at those numbers is you’re missing out on the qualitative things that take time, energy, and effort to uncover.
Listen to calls, have your salespeople leave you a voicemail like you’re the customer, plus get them to send their follow-up email.
Would you
* talk with them?
* answer their questions?
* call them back?
* click reply?
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