How Reviewing Sales Call Videos Transformed Our Client's Business Growth

Did you know that, on the side, our CEO Jesse teaches online drum lessons? No, this is not a sneaky advertisement for his services directed to any aspiring drummers who might be reading. Rather, we mention it because ever since he went virtual, Jesse encourages his students to record their practice sessions and he reviews these recordings to identify areas for them to improve on.

No matter what service you bring to the market, business leaders can learn a lot from the regular review of their sales calls. But what should these business leaders keep an eye out for when conducting these reviews, and how can they determine key areas of improvement? In this blog post, we will seek to answer these questions as well as share testimonials from a couple of our clients on how regularly reviewing their calls with Sebastian Lane Consulting helped transform their sales processes.

Discovering What Works and What Does Not

For sales teams who have found themselves in a slump especially, the data that can be mined from recorded calls is invaluable. Only through analyzing these recordings can your team get the full picture of the efficacy of your current sales process.

Had a bad month? Compare your recent calls with calls from a more successful month. What changed? What can be learned from the calls that resulted in a close?

Determine the common elements of successful and unsuccessful calls alike. Are the issues related to language and delivery, or does your entire sales process need a refresh? Either way, a new, workable strategy cannot be developed without first uncovering the root causes of a slump in sales. Reviewing sales calls is the fastest and most effective way to find out. Without that data, your sales team may as well be stumbling in the dark.

Use Reviews to improve your Listening Skills

Listening is an essential skill in any sales conversation, but it's often overlooked. Salespeople are so focused on talking about their product or service that they forget to listen to what the potential client is saying with their words and more importantly their body language.

In order to have a mutually engaging conversation, the salesperson needs to focus on listening to the client. This means paying attention to what the client is saying, both verbally and nonverbally. It also means asking questions to clarify the client's needs and to encourage them to elaborate on their thoughts and quickly assess their personality to communicate in a way that properly resonates with the client.

Reviewing your sales calls can help you adopt the role of an objective third party and support your team to decipher the client’s verbal and non-verbal cues, pinpoint opportunities to ask clarifying questions, and rectify mistakes such as interrupting the client or overspeaking to avoid silence.

How Reviews Lead to Sustained Growth

Your sales team cannot improve if they never take the time to reflect on their performance. The goal is not to lock down that one perfect formula for each and every sales call. Rather, your sales team should focus on continuously developing their already-existing sets of skills and address key areas of improvement. Every sales call review is an opportunity to learn and grow, not an invitation to simply replace an unworkable strategy with another.

Take it from our client, Laura, Sales Director for Get Staffed Up:

“We have been able to continually refine our sales process by reviewing Zoom sales calls with Sebastian Lane Consulting. This has created a productive and supportive environment where we can teach and learn the nuances of selling. As a result, our sales department has increased its sales over the prior year's quarter for 6 consecutive quarters.”

Everything Comes Down to Employing the Right Process

When conducting reviews of your sales calls, be sure to analyze each step of your current sales process. Your process may look good on paper, but how does it land with your prospective clients and buyers? Does it align well with the current goals of your organization?

If these answers are not clear from review alone, you may need an objective third party to properly analyze the process from stem to stern. Our client, Todd McCormack of G2 Insurance, had this to say on the topic:

“Jesse's deep experience helped our team create a robust sales process that fit our structure and goals. His ability to listen to our needs, develop custom strategies, and create clear next steps has been the key to keeping our team energized and focused. I highly recommend Jesse if you are ready to invest in a vastly improved client experience model."

Curious to learn more about how Sebastian Lane Consulting’s fractional sales management services can help the performance of your sales team, enhance your client experience, and grow your business? Get in touch with our offices today for more information.

If you are interested in outsourced sales management services for your firm, we here at Sebastian Lane can help point you in the right direction. Feel free to reach out for further information, resources, and recommendations. Call Sebastian Lane Consulting at 443-534-6783 or email us at jesse@sebastianlaneconsulting.com.

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