Listening to sales conversations is the vital first step in helping sales teams grow. In this episode I'm speaking with Sam Patel (Inside Sales Director) and Nicola Storer (Inside Sales Manager - Customer Loyalty & Acquisitions) from Neopost a global company offering digital communications, shipping and mail solutions.
They share how listening to, and analysing, sales conversations helped them to exceed targets with a reduced headcount.
In this episode we cover:
[+] Why listening to calls is so important to the success of Neopost
[+] The ways in which listening to calls has evolved over the last 12 months, and the impact it's had.
[+] The key elements of a call that the team are listening out for.
[+] How listening to calls and coaching has contributed to exceeding target with a smaller team.
[+] Advice for people cautious about beginning to listen to a team's sales conversations.
[+] How the value of listening to calls extends well beyond just the sales team
And a lot more besides.