5 Tips to Leverage Sales Call Planning for Better Team Productivity

Sales calls can win or lose a deal, but unstructured calls often waste time and opportunities. Many sales teams struggle to stay organized, keep conversations focused, and close deals efficiently. Without sales call planning, agents risk unproductive discussions and missed targets. A structured sales call planning approach ensures teams stay prepared, efficient, and results-driven.

Sales call planning means organizing and preparing for sales calls to improve success rates. It includes setting clear goals, segmenting prospects, using data insights, and training agents with proven techniques. AI-powered tools enhance sales call planning by offering real-time coaching and data-driven insights.

This blog shares five proven tips for improving sales call planning and boosting team productivity. Whether you want to improve call efficiency, increase conversions, or streamline coaching, these strategies will help. Let’s find out together in this blog!

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What is Sales Call Planning, and Why Is It Important?

Sales call planning refers to your team's strategy and preparation before engaging with prospects or clients. A well-thought-out plan ensures that each call is productive, with clear objectives and a tailored approach. This step is critical because it helps sales representatives stay focused, align their actions with business goals, and approach each call with the right mindset.

Why Sales Call Planning is Crucial:

• Increases Productivity: With a clear plan, your agents know exactly what needs to be done during the call. This reduces time wasted on irrelevant discussions and keeps the conversation focused on achieving the goals.
• Improves Conversion Rates: A well-planned call can lead to better engagement and higher conversion rates, as it addresses the customer’s needs.
• Enhances Agent Confidence: Agents who are prepared with a solid call plan feel more confident, reducing anxiety and boosting their performance.

Having a comprehensive sales call plan makes a significant difference, whether you're conducting outbound calls, following up with leads, or managing customer relationships. The following tips will help you integrate successful strategies into your call planning.

Tip 1: Organize and Segment Your Sales Calls Efficiently

One of the best ways to improve sales call performance is by organizing and segmenting your prospects effectively. A well-segmented approach ensures that each call is relevant and personalized.

How to Improve Call Segmentation:

• Use CRM Data: Leverage customer insights to personalize outreach and improve engagement.
• Classify Leads: Segment customers based on behavior, purchase history, and interests.
• Adapt Call Scripts: Adjust messaging to match customer personas for better impact.

Tip 2: Set Clear and Achievable Goals for Each Call

Setting clear goals for every sales call keeps agents focused and ensures productive conversations. Without defined objectives, sales calls can become aimless and ineffective.

How to Get Better at Sales Calls with Clear Goals:

• Define Call Objectives: Set goals like lead qualification, product demo scheduling, or closing deals.
• Align with Business Targets: Ensure call goals support broader company sales objectives.
• Track Key Metrics: Use KPIs to measure success, such as call-to-conversion rates or response times.

Tip 3: Use Data Insights to Enhance Call Outcomes

Data-driven decision-making helps sales teams optimize performance and improve call effectiveness. Analyzing past interactions allows agents to refine their pitch and approach.

How to Leverage Data for Better Sales Calls:

• Review Call Analytics: Identify patterns in successful sales conversations.
• Use Real-Time Insights: AI-powered tools provide real-time coaching and feedback during calls.
• Monitor Agent Performance: Track key data points to pinpoint areas for improvement.

Tip 4: Train Your Team Regularly with Sales Call Tips

Ongoing training is essential for refining sales techniques and improving call performance. Even experienced agents benefit from continuous learning and feedback.

Best Training Practices for Sales Teams:

• Role-Playing Exercises: Practice real-world sales scenarios to improve objection handling.
• Share Winning Sales Calls: Review top-performing calls to learn best practices.
• Provide Regular Feedback: Offer constructive feedback to help agents refine their approach.

Tip 5: Incorporate Psychological Tips for Effective Sales Calls

Understanding customer psychology is a game-changer for sales success. Sales reps who apply psychological principles can build better relationships and influence buying decisions.

Sales Call Planning Psychological Tips:

• Build Rapport Quickly: Mirror the prospect’s tone and pace to establish trust.
• Use Positive Language: Frame solutions in a way that highlights benefits rather than problems.
• Handle Objections with Empathy: Acknowledge concerns and provide logical, customer-focused solutions.

Boost sales with psychology-backed AI call coaching with Convin. Book a demo now!

How to make better sales calls?

This piece has compiled key insights and methods for effective sales calls. As the market shifts toward a customer-centric paradigm, you'll notice that most of the sales calling tips and tricks we've included are buyer-focused. 

1. Know when to call.

According to CallHippo research, the best time for a sales call is between 4 and 5 p.m. (in your prospect's time zone) on a Wednesday or Thursday. While you may not be able to squeeze all of your sales calls into two hours each week, you should make the most of those opportunities whenever available. 

Customers are less likely to perceive your call as an interruption once they have finished their workday. Furthermore, by mid-week, they have not only had the chance to catch up on their to-do list but are not yet ready to begin winding things up for the weekend.

While it may take many sales calls to convert the prospective lead, Rain Sales Training data shows that 71% of buyers like to hear from sellers early in the purchasing process since they're seeking new solutions. 

2. Research your prospect

The call is pointless if you don't know enough about the prospect before calling them.

Knowing anything about the person will assist you in framing the call to boost your chances of converting that phone call.

However, when sales call customers, please don't limit yourself to a person's name and position; instead, learn about what they do in the company and the challenges that the company encounters. All of this research will increase your chances of success.

3. Start on a cheery note

Many prospects perceive sales calls as background noise, filtering off any unexpected phone call. However, when calling customers, if you welcome them warmly enough (like an old friend), they may pause long enough to consider what you're saying. You might begin with:

"Hello [Name], how are you doing?"

The prospect is acknowledged by beginning with their name. We are hardwired to respond to the sound of our names, and this welcome establishes a sense of connection and regard.

However, remember that specific prospects may misinterpret such a friendly greeting, so work to get to the subject after the greeting.

4. Avoid trashing competitors

The most common self-sabotaging error during a sales call is criticizing a competitor. According to a psychological quirk known as "spontaneous trait transference," if you say negative things about someone else, your audience imbues you with the same attributes. 

Say you suggest your competitor offers poor quality and is unreliable. Your potential customer will automatically identify such characteristics with you, even if they rationally understand that you are referring to a third party. So, when it comes to gossiping about competition, always answer, "No comment." Alternate solution: Why switch to Convin?

5. Set a plan & follow it 

When sales calling, if you and your caller agree on a list of subjects or goals at the outset, a plan can assist you, and your caller remains on track. Begin by making a respectful recommendation to cover one or more items, and then utilize that agreement to guide the discourse. 

When you're done, review everything you've discussed during the phone call and any subsequent actions that have been agreed upon, and then follow up. It will make your prospect feel like a partner, but it will also keep you organized.

6. Be passionate

Allow your enthusiasm for the product to shine through in your sales calls, and make it something that the prospect may become infected with. Sales representatives may do this by standing up and conducting sales calls in a significant common area rather than disappearing into a cubicle or a conference room. 

7. Know your product inside out. 

While calling, you will meet a variety of people. Some will agree to your pricing, some will agree to your sales pitch, and some will want comprehensive technical specs of the product before deciding on you.

As a result, while calling customers, you must be prepared for prospects that conduct an extensive study before committing to a product.

It would help if you learned about the technical features of your product so that you are not stumped when someone asks you a question about it.

However, don't be concerned about consulting an expert when you're on a sales call. Nobody expects you to be an expert on your product or service.

8. Keep it simple silly! 

Don't overwhelm your customers with too many choices. It is tough for them to choose, rationalize, and confirm a buying choice.

Have you ever eaten at a restaurant with an overly extensive menu with too many choices?

The most common self-sabotaging error during a sales call is criticizing a competitor. According to a psychological quirk known as "spontaneous trait transference," if you say negative things about someone else, your audience imbues you with the same attributes.

Say you suggest your competitor offers poor quality and is unreliable. Your potential customer will automatically identify such characteristics with you, even if they rationally understand that you are referring to a third party. So, when it comes to gossiping about competition, always answer, "No comment."

9. Use innovative product positioning

The way you present your product might be the difference between a completed purchase and a missed chance. 

Ground-breaking behavioral economics research confirms that framing is essential. Saving $10, for example, feels curiously different across different purchasing circumstances (buying a TV vs. buying a mop), even though the amount saved is the same. Relative positioning often outperforms cost when it comes to making brands more appealing to customers.

Packaging the product as a solution rather than merely a commodity or service raises the chances of conversion. Solving problems is more effective than selling products.

10. Clarify the value of the product

Make it easy for prospects to evaluate the subjective (emotional) and objective (fact-based) value of a product. Set your product distinct from the competitors by using narrative and framing strategies. 

When emotional impulses are insufficient to push prospects to a definitive choice, having an ROI calculator or formula on hand to assist them in evaluating the product's benefits, in any situation, clearly illustrates that the value clients receive outweighs the cost.

11. Make a special offer

Everyone enjoys receiving special deals.

Because of the contract's exclusivity, offering a bargain psychologically influences the prospect's thinking. Exclusive offers can make it easier to complete the purchase.

For example, if you provide a better value than your competitor, a customer who is indecisive between your product and your competitor may prefer your product.

12.  Emphasize appropriately.

Highlighting specific words or phrases is a powerful communication mechanism that helps deliver your ideas more effectively and achieve the perfect sales calls. Pay attention to your intonation, especially when leaving voicemails. 

You'll sound more dynamic and eloquent during sales calls and, therefore, more persuasive by adding intonation to the correct phrases.

13.  Don’t forget the 80/20 rule 

The 80/20 rule is a tried-and-true classic. During a sales call, sellers should only speak 20% of the time while listening 80% of the time.

While on sales calls, sometimes individuals need a minute to pause and consider their response, so we naturally want to fill the quiet by chatting. Don't let a pause or silence make you feel awkward during a phone call! A little delay might prompt the prospect to provide additional information about their requirements, precisely what you want. 

When you actively listen during a sales call, the prospect will feel more concerned and value your advice. A fundamental premise that every salesperson should understand is that clients will buy a product if they believe it will meet a significant need in their life. You can never determine the client's demands and enhance your sales calls if you constantly speak over them.

Convin’s AI: Boosting Sales Call Planning with Real-Time Coaching

Convin’s AI-powered platform takes sales call planning to the next level by providing real-time coaching and data-driven insights. Convin helps sales teams refine their strategies and improve performance by analyzing calls and offering live feedback.

How Convin’s AI Improves Sales Calls:

• Real-Time Coaching: AI provides in-call suggestions to improve agent responses.
• Automated Performance Tracking: Sales managers receive detailed analytics on agent interactions.
• Data-Driven Insights: AI identifies winning conversation patterns to help teams optimize future calls.

Proven Results from Convin’s AI:

• 21% increase in sales after implementing AI-driven sales call analysis.
• 60% reduction in ramp-up time for new agents due to personalized coaching.
• 12% lower Average Handling Time (AHT), improving customer satisfaction and efficiency.

Integrating AI tools like Convin into your sales call planning can take your team's productivity and performance to the next level.

Increase sales by 21% with Convin AI-driven call optimization. Book a demo now!

Final Thoughts 

Once you've made contact, steer the discussion in a favorable direction and establish a real relationship. Remember the 80/20 rule and use active listening when conducting a sales call. Identify a good attribute or label near the end of the talk. It's alright if they don't respond the first time, but try contacting them again. 

Science plays a critical role in enhancing sales success. With machine learning and artificial intelligence gaining precedence, science's impact on the sales industry can only grow. Tomorrow's sales professionals must embrace science-backed selling approaches to improve their game and succeed. Convin's conversation intelligence technology assists remote sales teams in increasing sales and achieving success.

FAQs

1. How to improve efficiency in sales?
‍Improve sales efficiency by using CRM tools, automating repetitive tasks, prioritizing high-quality leads, optimizing sales scripts, and continuously analyzing performance metrics to refine strategies.

2. What is leverage in sales?
‍Leverage in sales refers to using tools, technology, or strategies to maximize results with minimal effort, such as automation, referrals, and upselling to increase revenue without increasing workload.

3. How to properly record sales?
‍Properly record sales by maintaining detailed invoices, categorizing transactions, using accounting software, tracking payment statuses, and reconciling records with bank statements for accuracy.

4. What is the net method of recording sales?
‍The net method records sales at the final amount after discounts, meaning only the actual revenue received is entered, ensuring a more accurate reflection of earnings.