Every sales call has an outcome—although your sales reports may not reflect that. Let’s face it, your CRM is only as valuable as the information it contains. So, how do you get your team to consistently capture every interaction and then accurately report on the outcomes? Meet dispositions. A simple but effective strategy to standardize call outcomes based on the purpose and origination of the customer interaction.
In this dispositions workbook, we have identified some of the best practices that our teams at DialSource and ExecVision have learned through our work with over 1000 B2B sales organizations. The worksheets in this book are yours to use as a guide while building out a disposition structure to standardize call outcomes, tie them to specific conversation types, and determine the best next steps.