Inside Sales

TIME WASTER #8 of 15: Dialing Time, Busies, No Answers, Bad Numbers

Christopher Tuttle

TIME WASTER #8 of 15: Dialing Time, Busies, No Answers, Bad Numbers

As a company that embeds dialers and telephony ‘power tools’ in its CRM software, we were disappointed to find that the actual dialing process is one of the lesser of the time wasters. However, it is still a significant problem. While it is important to reduce the amount of time sales reps spend dialing, it is far more important to keep them busy and on task by giving them enough leads to call and tools to make calling leads easier.

This is especially true in the business to business (B2B) world where selling is so much more complex than selling to consumers. The dialing experience is only a small part of the whole productivity equation but we found that technology could take a lead generation representative from 40 or 50 dials per day to a range of 170 to 210. A normal sales representative with responsibility for the entire sales process can go from 20 to 30 dials to between 70 and 100 dials a day.

In the business to consumer (B2C) world, ratio and predictive dialers significantly overcome the time wasted with waiting for rings, busies, no answers, and bad numbers. Ratio dialers and predictive dialers combined with a lead-management CRM database to keep everything organized can boost sustainable dials to 400 or even 600 per rep per day.

Best Practice: Utilize a hosted dialer and lead response management solution to help your sales reps do 8 hours of work in 2 to 2.5 hours.

Author: Ken Krogue |
Summary of Ken Krogue’s Forbes articles

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