Training Sales Teams to Manage High Call and Email Volumes – Sonar

Businesses invest in training for their sales teams for a variety of reasons, but one of the most important is to ensure that they are able to effectively manage high call and email volumes. High call and email volumes can be a major challenge for sales teams, as it can be difficult to respond to all of the incoming messages in a timely manner without sacrificing quality interactions.

Successful sales training helps salespeople acquire the requisite knowledge and skills to effectively communicate with large volumes of prospects. According to research by the American Society for Training and Development, companies with a strong commitment to training had a 24% higher profit margin than those with a weak commitment to training. There are a few key strategies and tools businesses can use to help salespeople handle high call and email volumes.

#1 - Call and Email Management Software

Tools like CallHippo, Salesforce, and HubSpot can help sales teams track, prioritize, and respond to calls and emails more efficiently. These tools often have features like call routing, email tracking, and task management that can help salespeople stay organized and focused. Tools that provide click-to-call, for example, have the potential to increase ROI by 143%.

#2 - Set Clear Priorities

It’s important for sales teams to have a clear understanding of what tasks are most important, so they can focus their time and energy on high-impact activities. This could mean setting aside dedicated blocks of time for calls and emails, or using prioritization techniques like the Eisenhower Matrix to help salespeople focus on the most important tasks first.

#3 - Implement a Customer Relationship Management (CRM) System

A CRM system can help sales teams manage customer interactions, track leads, and analyze data to identify trends and patterns. This can be particularly helpful when managing high volumes of calls and emails, as it can help salespeople stay organized and focused on the most important tasks. If you’re looking to compare popular CRM solutions, check out our recent blog post here.

#4 - Encourage Good Communication and Collaboration

Sales teams that are able to communicate successfully and collaborate with one another are better equipped to handle high call and email volumes. This could involve setting up regular team meetings, establishing clear channels of communication, and encouraging team members to share information and resources. Also, teams that truly understand their product form better relationships with leads and customers. It’s important to consider not only sales enablement training, but product training so that sales reps can work well independently.

#5 - Training & Support

As previously mentioned, it’s critical for organizations to provide sales teams with the training and support they need to effectively manage high call and email volumes. This could include training on time management techniques, as well as ongoing support and guidance from sales managers, sales engineers, product managers, and other leaders.

#6 - Implementing Texting

Texting can drastically reduce the amount of calls and emails between sales representatives and potential or existing customers. It is an especially helpful tool for sales teams to schedule appointments, offer pricing/quotes, and send follow ups. Customers also overwhelmingly prefer texting to calls and emails. 85% of customers prefer SMS messages or a voice call or an email, and consumers are 134% more likely to respond to a text than an email.

Conclusion

In summary, the most productive sales teams are equipped with helpful training materials and work within collaborative environments. In addition, they use systems to increase efficiency, including but not limited to texting and organizational tools, and set clear goals. If you’re looking for more information on connecting a CRM with a texting service like Sonar, we recommend checking out this recent blog post.