Sometimes even the smallest details can impact the work of the sales department. Non-obvious growth points for increasing the PSOP .
Description of the task
Try to formulate tasks briefly and concisely. So that local marketing email list even a new employee clearly understands what actions need to be performed at each stage.
Agree, there is a difference between the descriptions “contact the client” and “call the client, conduct qualification according to the script” .
In the first case, it is not clear what and how to do, but in the second case, the method of communication and specific steps are indicated.
And if the manager forgets what to do at a certain stage, he will always have a hint in front of his eyes.
What principles should be followed when writing a task description:
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- Brevity – so that the employee does not waste time every time searching for the necessary information;
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- Links – attach materials that clarity is extremely important when writing email copy you will need for your work;
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- Substituting data from a card – specify the template in which to submit the task;
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- Deadlines – set to estimate the time spent.
Remember: correctly written task descriptions will help managers better organize their time and improve the quality of work performed.
Analysis of task execution
Without conducting analytics, it is difficult taiwan data to identify weak points in sales stages and optimize work processes.
Therefore, we recommend monitoring:
- number of new tasks;
- number of tasks completed;
- delinquency rate.
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One of the managers had a delinquency rate of 44%. To fix this, we reduced the KPI to 20% and focused on this indicator.
As a result, the rate of overdue tasks dropped to 15%, and the employee’s performance increased threefold.
Important: if there is no correlation between tasks and results, it is worth reviewing business processes and sales regulations.
Call analytics
When analyzing the call volume indicator, it is important to remember that more does not mean better. However, too long conversations are also not good for the company.
What to look out for:
- The total number of calls made by a manager during a specific period;
- Average duration of one call.
Why is this important? Let’s look at a real example from our case:
The manager had good conversion, but he lagged behind his colleagues in the number of new deals. When analyzed, it turned out that the average duration of his calls was 32 minutes, while others usually spoke to clients for no more than 15 minutes.
Together with the employee, we analyzed the structure of the conversation and identified unnecessary details that affected the duration of the dialogue. It was decided to set him a KPI to reduce the call time to 27 minutes, and then to 22.
In summary:
- his average call time dropped to 23 minutes;
- throughput increased from 23 to 31 leads;
- Sales volume increased by 15.9%.
However, its conversion rate did not change.
