If you ask any new sales development rep how they are doing on their calls, they will most likely answer they are ‘doing great.’ But data shows that most sales reps either give up after one call, or simply do not follow the steps to efficiently convince and convert a lead.
Sales managers need to have evaluation tools to make sure that sales reps master the art of cold calling. They need to take time in their day to listen to call recordings, and make sure all best practices for phone sales are ticked off the list.
Don’t have a list for call scoring to evaluate sales performance? We’ve got you covered.
Jason Smith, director of sales development at Unified, has revealed for InsideSales.com how he coaches his sales team to have incredibly effective sales calls.
The following call scoring calculator allows sales managers to score their sales rep’s phone calls and assign points for following best practices. Download this cold call evaluation tool to see how your team is doing:
- Are sales reps following the essential steps for a perfect sales call?
- Are they following lead qualification standards, and do they recognize a good sales opportunity?
- What are sales development reps doing after the call?