7 Tips to Improve Your Team’s Video Sales Calls

In previous blog posts, we have discussed the importance of reviewing recordings of your sales team’s video calls. Not only do these recordings give you a better sense of the individual strengths of your sales reps (as well as potential areas of improvement), but they can also shine a light on the efficiency of your sales process as a whole.

But what exactly should sales managers be looking for when conducting these reviews? And what additional work needs to be done for sales managers to translate their feedback into improved performance across the board? In this post, we will outline seven key focus areas that all sales managers should consider when reviewing their team’s sales calls.

Do the Prep Work to Guide Your Expectations

First, develop a list of your top priorities when reviewing sales calls. We recommend making note of the following elements:

How your sales team effectively aligns their messaging to your business's core values.
Whether or not your sales reps work within a coherent and consistent narrative for each call.
How closely your sales reps are adhering to your sales process.
The keywords and phrases your sales reps are using.

Aside from this list, make note of any other patterns you notice among high performers on your team that you can consider including in your overall sales process.

Listen Closely

Pay close attention to what your sales reps say on these calls, especially your high performers, and what they are doing differently. What words and phrases are resonating most with your prospects?

When you see a client’s eyes light up—or when you notice that they lose interest in the pitch entirely—what words and phrases did your sales rep use? Creating a sample sales pitch that incorporates the words and phrases your clients respond to the most may be a helpful tool for sales reps struggling in this area.

Pay Attention to Body Language

Non-verbal body language can be just as important as what is said during sales calls. Make a note of when your sales reps stiffen up, noticeably fidget, or come across as uncomfortable during these calls.

Ideally, your sales team should be at ease while portraying confidence and professionalism on these calls. Prospects respond better to those who appear calm, collected, and fully informed about the product or service they are selling.

Keep an Ear Out for Moments of Silence

Speaking quickly, mumbling, and relying too heavily on filler words such as “um” or “uh” can also portray a sense of discomfort on these calls. Moments of silence are natural. Notice how your sales reps react to these instances.

Do they avoid the silence and try to fill the air, or are they comfortable with nothing said for a few seconds? Prospects react far better to sales reps who are not afraid of a few moments of dead air.

Look Out for the Human Element

Notice how your sales reps are paying attention to the reactions of their prospective customers and clients. Can they read the room and instinctively understand when a prospect has reservations? Effective salespeople are well-equipped to respond effectively to a prospect’s personality type on the fly and engage with them as a human first, salesperson second. These skills can often make a huge difference and save a sale when a prospect loses faith or interest in the call.

Remember: Selling is Educating

Are your sales reps effectively educating the client on what they are being sold? A significant factor of any sales call is providing prospects with a full breadth of the value of your services or product. Ensure that your sales reps accurately present this value to prospects so they can make a well-informed decision regarding your product or service.

Your company’s value should be communicated through utility and effectiveness, not simply in dollars and cents. By the end of the call, you want your clients to believe that your product or services are the perfect solution to their current needs and pain points.

Make a Note of How the Call Ends

Pay close attention to how your sales reps end their calls. Are they setting up a date and time to follow up with their prospects? Are they being clear about the timeline moving forward?

A singular sales call should be treated as a step toward a larger, sustained relationship between your business and your clients. If your sales reps are not actively fostering that relationship with prospects, you may lose out on future business.

Looking for further guidance on how to make the most out of reviewing your sales team’s video calls? Contact our office today to discover how our fractional sales leadership can provide your firm with the tools needed to maximize the efficiency of your sales process and help build the confidence your sales team needs to succeed in today’s market. Call Sebastian Lane Consulting at 443-534-6783 or email us at jesse@sebastianlaneconsulting.com.

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