Process Automation Sales Management + LeadershipValue Proposition vs. Time Mar 01, 2017 Business is all about value: the coalescence of worth and cost. Naturally, the lowest cost does not always align with the product that offers the most worth. Inversely, the product with the most worth typically doesn’t carry the lowest cost. The best value revolves around the compromise of these two factors. For sales teams, the challenge is selling the value of their product; convincing prospective buyers that they are looking at sufficient worth at the right cost. This question of value puts sales managers in a unique position. Managers are responsible for building the right sales stack and equipping their agents with the right tools to make more sales and ultimately increase revenue. But increased revenue must be accompanied by increased profit. The most valuable services and tools in sales aren’t free, and driving up revenue is moot if additional revenue isn’t significantly greater than the additional expenses. A typical consumer’s buying process is often fairly simple, with instant gratification or remorse. But sales managers must consider how their purchases will shape their team and dictate their agents’ perpetual success. Making the right purchase is never simple for a sales manager; each product’s value proposition is critical. In an article recently published on business2community.com, Dave Brock explores value propositions, and the worth-versus-cost of time. He argues that paying a Virtual Assistant a few hundred dollars a month to do tasks he used to do actually allows him to make more money. He’s spending money to handle tasks he used to handle without losing money, but something more valuable: time. While he’s giving up money to have more time, he’s increasing profit because of it. That’s because time is money. Those additional hours each week allows Brock to spend more time prospecting and qualifying leads, driving up both revenue and profit substantially. In the sales industry, there is really only one aspect of the sales proposition that promises the most value: time. It may seem cliche, but it’s true – time really is money. The more time that agents have available, the more time they can spend prospecting and finding leads. It also means they can place more calls each day. More leads and more calls means more potential customers, and more opportunities to close deals. Quite simply, the more time an agent has, the more sales he or she can and will make. Finding more time for you agents and ways to better use that time should be the priority for sales managers looking to expand their sales stack. When it comes to sales, the tools and services that save the most time have the most value. Period. Of course, there are thousands of tools and services out there promising to increase revenue and sales. The Salesforce AppExchange alone has thousands of applications and add-ons claiming to make your CRM better. From document generation and calendar management to email integration and telephony platforms, managers can find 3rd-party options to assist with any step or aspect of the sales process. But how many of these options promise to save hours for each agent every day? How many are specifically designed to help your agents get the most out of their time on the dialer? If you’re looking for sales acceleration, there’s one clear option to maximize your time: DialSource. DialSource offers the most robust post-call automation on the market, reducing eight hours worth of post-call tasks to one. Between logging calls and notes, updating fields, converting leads, creating opportunities, sending emails and scheduling follow-up tasks, agents can easily spend fifteen to twenty minutes on tedious tasks after each and every call. That adds up quickly when you consider that agents usually have just two or three hours a day to call leads. DialSource automatically handles these tasks and more in the background after each call, meaning your agent is ready to place another after just a few moments. Again, more time equals more calls. Adopting DialSource allowed the Kings to increase each agent’s average calls per day from 64.5 to 174.5. Lanyon Solutions increased their average calls from 30 to 120. That’s a 300 percent increase! DialSource allows your agents to place more calls, and ultimately, to close more deals. Implementing DialSource means your agents will have more time to spend placing calls. But that’s not all. Thanks to powerful analytics, DialSource ensures your agents are getting even more out of their time on the dialer. DialSource tracks every metric associated with calls placed, including amount, connections, time of day, duration and interest level. The platform then uses this data to dynamically prioritize your call lists. When are particular leads more likely to answer the phone? How long should a call last to result in an interested outcome? How many calls before a lead is likely to request a demo? Using this information, the dialer ensures that the next lead is always the best lead. This analytic-driven prioritization helped the Kings to increase their average number of live conversations from 18.6 to 38.6 per agent per day. Lanyon Solutions’ increased from 8 to 50! George Street Photography increased their amount of actual connections five times over, and Cloud Sherpas increased theirs by 115 percent. Not only does DialSource give agents more time for agents to place better calls, it offers managers plenty of tools to help agents to learn how to get even more out of their time. With DialSource, managers can take sales training to the next level. Auto Call Recording allows agents and managers to play back each conversation as soon as it’s ended, like gamefilm. Identify where in conversation an agent is excelling and where the agent is stumbling, or what is and isn’t resonating with leads, and adjust the gameplan accordingly. Live-Call Monitoring allows managers to join a call incognito and ensure that compliance is being met, while Whisper Mode allows them to jump in and coach agents in real time without being heard on the other end. Managers can study and compare the performance and different habits of each agent at all times with DialSource’s Live Dashboards. What practices are separating the top agents from the rest? With these dashboards, Stanford Athletics actually quantified their theory that more calls correlated directly with more revenue. By validating this idea, they were able to adjust their strategy to increase their average and total call counts and drive up revenue. You may be tired of hearing it, but it can’t be said enough: time is money. In sales, as with anything else, time is the most valuable currency. The more time agents can spend calling leads, the more deals they can close. So how can sales managers find more time for their team? Simple – add DialSource to your sales stack. Post-call automation will cut down hours that your agents are spending on tedious chores after every call. Analytics will make that time even more valuable by keeping your agents on track. And an array of sales training tools will empower you as a manager to foster further growth from your agents. Request a demo today to see firsthand how DialSource can add hours to the day for your agents.