8 Things Every VP of Sales Should Know About Buying a Phone System
The phone system is not just a dial tone anymore. It’s a tool that your sales people use every day, all day. Without it, your business wouldn't survive. When it comes to decisions about the right phone system for your business, the responsibility often falls on the IT Professional. But as the VP of Sales you should be involved in the decision making. After all, your sales team depends on it.
Here are some key points for any VP of Sales to consider when your business is thinking about purchasing a new phone system.
- Your phone system must integrate with your CRM
You spent a lot of time choosing the right CRM for your sales team and your phone system should enhance it, not make it more difficult to use. Features like click-to-dial and inbound screen pops are nice but the real power comes from real time metrics. The ability to better evaluate how staff spends their time and track the efficiency of marketing campaigns is non-negotiable.
- Your employees can work from anywhere.
You want them on your phone system, not their home phone. This is especially critical for any organization with remote sales reps or people who travel between offices. Regardless of the reason, your employees need to be able to make calls in and out of the office either with a physical or soft phone.
- Get inbound calls anywhere.
Time is money in sales, and salespeople need to be able to get their calls while on the road. Features like Find-Me-Follow-Me make this happen by directing calls to their desk to get to their cell at any time.
- One voicemail box and no way to miss a message.
It's important that your sales rep doesn't miss a call, but it's just as important they don't miss a message. Your phone system should be able to deliver callers to a sales rep's cell phone, but not their cell voicemail. Services like M5 Scribe, should make accessing that message as simple as reading an email.
- Coaching Tools
If your sales people are all over the country, how do you help them? Train them? In order to stay on top of your employees in real time you need coaching tools like Barge and Whisper which give you the ability to react and assist in real life sales situations. Call Recording allows you post mortem analysis and review opportunities.
- Call Accountability
Your sales success is based on effort. Reporting on and tracking calls gives you a lead indicator of how close your reps will get to quota.
- Think Global, Act Local
You may just be a local company right now but odds are, you won’t be for long. You don’t want to try to hire a top rep in Los Angeles and have your phone company tell you they can't get you a number there. Toll Free numbers are expensive and people want to believe your company is next door, not overseas. Make sure your phone system doesn't stunt your growth plans.
- Is it easy?
Setting up a conference call with a vendor and prospect shouldn't be difficult. An inside sales rep should be able to transfer a call with one button. Look for a phone system that has features similar to smart phones.
Placing your entire company on a single phone system is critical. Getting involved in this decision will provide you with the ability to decide how powerful your sales team will be. With better leading indicators like quota predictions and accurate forecasting you can hire better and fire faster. Make an empowering decision to make your phone system strengthen your Sales team.