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Boost Your Sales Team's Performance with Effective Call Review Routines

Pierre Touzeau
June 25, 2024

Boost Your Sales Team's Performance with Effective Call Review Routines

In today’s competitive sales landscape, leveraging technology to optimize every aspect of the sales process is crucial. One such tool that has revolutionized sales operations is Claap. By using Claap’s powerful call analysis and insights, sales teams can significantly enhance their performance. To help you get the most out of this platform, we’ve outlined some effective sales call review routines. These routines are designed to ensure continuous improvement and better outcomes for your sales team.

Daily Call Review Routines

Morning Call Review Session

  • Time: 15-20 minutes
  • Activity: Start the day by reviewing the previous day's calls. Each sales rep should select one call to review and identify key takeaways such as customer pain points, objections, and the effectiveness of their pitch. Discuss these insights briefly in a team huddle to share learnings.

Immediate Post-Call Analysis

  • Time: 10-15 minutes immediately after each call
  • Activity: After each sales call, the rep should spend a few minutes in Claap analyzing the call. Focus on immediate feedback regarding talk-to-listen ratios, key moments, and any missed opportunities for deeper engagement or questioning.

Daily Top Call Review

  • Time: 20 minutes
  • Activity: Sales reps should listen to the top-performing call of the day from the team or from Claap’s best practice library. Identify what made the call successful and consider how to incorporate those techniques into their own calls.

Weekly Call Review Routines

Weekly Call Review Meeting

  • Time: 1 hour
  • Activity: Conduct a team meeting where you collectively review a few selected calls. Each week, focus on a different aspect such as objection handling, closing techniques, or rapport building. Use Claap’s call snippets to highlight specific examples.

Peer-to-Peer Call Review

  • Time: 30 minutes
  • Activity: Pair up team members to review each other’s calls. Each pair should listen to one call together and provide constructive feedback. This peer review process can offer new perspectives and foster a collaborative learning environment.

Weekly Manager Call Coaching

  • Time: 30 minutes per rep
  • Activity: Managers should schedule one-on-one sessions with each rep to review calls from the past week. Use Claap’s analysis tools to dive deep into specific calls and provide targeted coaching on areas like questioning techniques, handling objections, and closing strategies.

Monthly Call Review Routines

Monthly Call Review Workshop

  • Time: 2 hours
  • Activity: Hold a workshop where the team reviews a series of calls to identify trends and areas for improvement. This can be focused on particular stages of the sales cycle or specific challenges the team is facing. Use Claap’s analytics to support the discussion and develop action plans.

Top Performer Call Review

  • Time: 1 hour
  • Activity: Select calls from the top performers over the past month and review them as a team. Highlight what these top performers are doing differently and discuss how these techniques can be adopted by the rest of the team.

Ad Hoc Call Review Routines

Call Breakdown Session

  • Time: As needed
  • Activity: For particularly challenging or complex calls, schedule an ad hoc session to break down the call in detail. Use Claap’s features to analyze specific segments and discuss what could have been done differently.

Thematic Call Review

  • Time: As needed
  • Activity: Conduct reviews based on specific themes, such as calls where competitors were mentioned or where a specific product feature was discussed. Analyze how these themes were handled and what strategies could improve future calls.

General Tips for Effective Call Reviews

  • Use Claap’s Search and Filter: Leverage Claap’s search and filter capabilities to find calls that meet specific criteria, such as calls with high engagement, specific keywords like competitor's name, or calls in different stages of the sales cycle.
  • Focus on Key Metrics: Pay attention to metrics provided by Claap, such as talk-to-listen ratio (time between customer and rep responses) to identify areas for improvement.
  • Highlight Key Moments: Use Claap’s feature to mark key moments in calls. These can be used for quick reference during reviews and to highlight specific learning points.
  • Encourage Self-Review: Foster a habit of self-review where reps regularly listen to their own calls and self-assess against a checklist of best practices.
  • Create a Feedback Loop: Establish a regular feedback loop where insights from call reviews are used to update sales playbooks and training materials.

By implementing these specific sales call review routines, your sales team can harness the full potential of Claap’s capabilities, leading to continuous improvement in their call handling and overall sales effectiveness.

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