Telemarketing Software Featured Article

Telemarketing Software Helps, but Good Data is Key to Sales

September 26, 2014
By Susan J. Campbell - Telemarketing Software Contributing Editor

How would you rate your sales team? Does the term excellent often come to mind or are you frustrated that they keep missing the mark? Do you have access to the tools and information you need or are you still struggling to find just the right mix? Telemarketing software may be worth investigation, but maybe you need to take a step back and look at the quality of your data.

A recent Business2Community article focused on five data quality tips for driving excellence in your sales team. Let’s take a look at this list and how it might apply in your environment.

Easy Accessibility – Every company has data, but how easily can you find what you need? In many a case, sales professionals can improve their close rate by just knowing one piece of information on the prospect. If your telemarketing software isn’t easily integrated with your data so it’s readily found while on the call, the sale could be lost altogether.

Keep it Manageable – It is possible to gather more data than you actually need. More isn’t necessarily better. Assess the current market – what do you want to know about your targets? Is this information easy to gather and can you organize it in a way that is easy to use later? If you’re considering purchasing from a vendor, be sure you know the parameters you want included.

Don’t Pass the Buck – It’s very easy to assume that because the data is stored on the server and accessible through your computers that it is IT’s responsibility. The only thing IT is responsible for is making sure you have a working server and device. Management is accountable for its data. You may want to use IT expertise to put in some of the functionality you need, but don’t assume it’s going to happen without setting the pace.

Play Nice with Marketing – You may assume that your telemarketing software is put in place to improve sales only. The reality is that you need marketing excellence to support your sales initiatives. Don’t keep the data you’ve collected from this important team. Get them in on the conversation so you can make it work for both of you.

Automation vs. Intervention – Don’t assume that automation is efficiency. If you set it and go with everything, you’ll soon lose relevancy and your sales team will fail. Only automate those functions that don’t need your input. Likewise, only apply automation in those areas where you have perfected your processes.

Apply these five tips to your sales team and see where you can measure improvements right away. They won’t solve all of your problems, but they will get you going on the right path to excellence.