One of the cooler features we've introduced in Aida this last week is call monitoring and recording of outbound sales calls.
These tools are helping us with what is often a big challenge for many businesses, that of effectively coaching sales professionals.
I've noticed two distinct ways it improves our coaching.
One is simply making it easy to educate sales staff. We educate on product knowledge. We educate on identifying buying influence. We educate on prepping for the follow up call. Those recordings make it plain to both coach and sales person how to improve.
Another way, which is proving to be more important for the moment, is to help us tighten up our selling proposition. Getting the so-called elevator pitch down gets easier when you can review in call after call exactly how that pitch is received.