Telemarketing Software Featured Article

Telemarketing Software Helps Sales Teams be More Efficient

September 10, 2012
By Susan J. Campbell - Telemarketing Software Contributing Editor

In a down economy, every dollar counts. That’s why it’s so important to maximize the effectiveness of your sales force and provide them with the tools they need to bring in revenue. Many companies largely still rely on the phones to get in touch with leads and make contact with current customers. Having the right people is obviously a big part of the equation, but so is employing effective telemarketing software

While we can’t just launch a program and expect it to automatically increase revenue without effort, we can control activity, which helps drive sales. Surprisingly, there are still companies out there that use good old fashioned pen and paper to manage CRM functions like keeping track of leads and contacts, according to this VanillaSoft blog post

With all the different options in telemarketing software available today, there are much more efficient ways of capturing customer information and adding it to his or her account. It’s like riding a horse into town when you have a car – unless you enjoy the ride, you are wasting valuable time. 

For companies that are new to using telemarketing software to improve CRM, just having the basics may be a good place to start. Having a digital platform from which to save and retrieve information can certainly save a lot of time and hassle. It can also keep the  sales team organized by maintaining key information in one central location. 

While many programs were designed with basic functioning in mind, the benefits of telemarketing software in improving CRM management extend well beyond a digital organizer. The problem with choosing CRM telemarketing software that only has basic applications is that it may lead to similar issues that existed with paper systems. 

Sales success hinges on not only driving activity, but quality activity. Having information readily available is great, but management also needs to be able to use the program to drive and enhance the performance of its team. Each action needs to have a purpose and should lead to another action that works toward the end goal – closing the sale. 

Anyone who has ever worked in sales before knows if there is not a consistent process in place, it can be hard to stay focused and generate results. This issue was highlighted in Frost & Sullivan’s (News - Alert) 2012 Sales Leadership Priorities Survey. Not surprisingly, the survey listed productivity as one of the top two areas of improvement for sales teams today. Blogger Gil Cargill suggests that the best way to attack this problem is by focusing on improving both the quantity and quality of sales activity.

With so many telemarketing software choices out there, it’s important for companies to consider the impact on productivity and how it will help drive results. If the software package doesn’t provide a predictable method for salespeople to set appointments, prospects, work leads, and follow up with customers, it’s going to be difficult for management to deliver results. Without a best practice in place, sales representatives will each be doing their own thing, resulting in inefficiencies and confusion.

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Edited by Jamie Epstein