21st Century Sales

As part of a general orientation with Randy, my new call center agent, I clarified what I believe a "perfect" call to be.  Of course, what's perfect to one person might not be perfect to another, but if you want someone to make calls for you, I believe it is only fair that you make your expectations very clear.

Here are the elements of a "perfect" call from my perspective:

• the person who can make the decision is reached
• the decision maker is educated about your product/service and how it will help them
• the opportunity is qualified (Are you speaking to the decision maker?  Is more than one decision maker?  Does the prospect have a need for what you offer?  Do they have the money to buy what you are selling?)
• the status of the opportunity and all relevant contact information is updated in your CRM system

What's a perfect call to you?