When closing a deal is a multi-stage process

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Statistics. A company that does not have data collection in place is like playing blind football: even though the match will take place, no one will know the outcome. For hot calls, a simple sales funnel is used, consisting of two stages: analysis of the number of incoming applications and closed deals. Incoming calls allow you to sell even complex products, but this funnel demonstrates the highest efficiency during sales of inexpensive goods. The thing is that a person can decide on such a purchase after a couple of conversations with a manager.


the funnel becomes more complex. Statistics make it clear how sales react to changes women database in various conditions, taking into account the average transaction cycle. Let's say the company receives half as many applications, which means sales will also decrease by half. To forecast its activities and future work, the company needs the following information: the number of products sold by the company. number of deferred purchases; number of offers submitted; time of one conversation in minutes; number of effective calls; number of incoming warm calls; Read also How to Communicate with Clients: Key Principles and Analysis of Mistakes Read more Recording telephone conversations.


All warm calls from sales managers should be recorded. Otherwise, the company will end up with something like a football match without goals or dividing players into teams. Recording conversations allows you to: evaluate the quality of work of a particular specialist; improve results; strengthen discipline in the team; find out that it is time to organize employee training; identify weaknesses in negotiations. Using scripts. Working with warm calls involves using scenarios. An interesting example is the case when, with the help of one phrase, the conversion for a product was increased threefold, and for a project – sixfold.