Mortgage Marketers: Using Recording Calls for Increased Sales Success

In a sales environment, it’s easy to pinpoint the least successful salespeople by examining which ones are failing to meet their quotas on a regular basis. But oftentimes, managers find it more difficult to determine how to help these under performers reach their objectives. Fortunately, by recording sales calls, you can learn how to help your troubled team members become better salespeople including mortgage marketers.

First, take a look at some of the shorter calls your sales team has engaged in. Frequently, these short calls are ones where the salespeople have been rejected by potential customers. By listening to these calls, you’ll have the opportunity to identify how your sales team could have handled them better. Another useful technique is to listen to some of the longer calls; lengthy calls are a possible indicator that your salespeople have gone off message and are not directing the flow of the calls appropriately.

Also, you’ll want to look at successful calls made by your lead salespeople. Listen to them and make note of what you think worked well with the customer. Was it their enthusiasm? Did customers initially offer up objections that they were successfully able to turn around? What percentage of time did they listen to customers and what percentage did they spend talking? Once you have identified the reasons a call was successful, play it for your sales team while highlighting the important points.

By analyzing sales calls, you can use them to coach your team to greater success. This type of mentoring can improve not just under performers’ sales, but it can also help your best salespeople to become even better. However, make sure that you don’t just use call recordings to point out negatives. It’s also beneficial—and improves the morale of your sales force—if successful calls are acknowledged and celebrated.

Sales call coaching ultimately improves performance, generates additional revenue, and helps team members experience greater professional success. As such, it’s a win-win for mentoring your team to surpass its sales quotas.

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Titan List is a full service Advertising and Design agency specializing in Direct Mail, Mortgage Marketing, Search Engine Optimization and Website / Graphic Design. Titan List has been around since 1998, and has a team of highly qualified individuals with experience in the marketing trends that fit your business. Unlike other agencies that source their work out, Titan List & Mailing handles the entire campaign in-house. Looking for a special list of data for your business? We can customize any data list for your company.