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Track Sales Calls with Call Accounting Software

Written by: Jessie Warner

Article Overview: Call accounting software allows managers to track sales calls, monitor employee productivity, decrease telecom expenses, and track marketing campaigns.

Track Sales Calls with Call Accounting Software

Improving employee productivity, lowering costs, and tracking marketing campaigns are important functions of any good sales organization. By using call accounting software, such as the WIN-SENSE 32 from TEL electronics, your business can track sales call information in real-time, allowing managers to make informative decisions when it really matters.

With a Call Accounting System, your company can...

• Track individual and group telephone performance

• Analyze key sales indicators

• Receive automatic reports via email

• Set monthly quotas and goals

• Track effectiveness of marketing campaigns

• Monitor calling patterns

• Allocate telecom expenses by department or extension

• Decrease phone abuse

• Eliminate toll fraud

• Optimize phone system performance

Improve Employee Productivity

Call accounting software can help sales organizations improve employee productivity by tracking individual and group telephone performance. Managers can discover who their most productive employees are by analyzing sales key indicators such as: number of incoming calls received, number of outgoing calls made, average length of calls, and destination of calls (local, internal, international, etc.).

Extension detail reports can give further insight into an employee's productivity level by seeing how much time was spent on each call, what the most expensive and longest calls were, and how many calls it took to reach a sale. Call information, such as this, allow managers to compare one employee against the group, and as a result, identify those employees who may need extra training or help. Important summary and detail reports can be automatically emailed to managers to help set daily, weekly, and monthly quotas and goals.

Track Effectiveness of Marketing Campaigns

Sales organizations can track the effectiveness of their marketing campaigns by analyzing how many incoming calls were received during a specific campaign period. Combined with sales revenue information, managers can determine the sales close ratio (closed sales/incoming calls) of the campaign and the average length of each incoming call. Call information such as this can be an invaluable asset to help both the marketing and sales departments.



Reduce Telecommunication Costs

Telecom expenses often account for about 10% of a company's overall budget. Figuring out ways to cut costs, while increasing revenues is one of the key functions of an effective manager. With a call accounting system, sales organizations can cut costs by allocating telecom expenses by department and extension, decreasing phone abuse, eliminating toll fraud, and optimizing phone system performance.

First, by allocating telecom expenses, managers can help control costs by setting budgets for each department or extension. As budgets are followed, expenses go down.

Second, organizations can decrease phone abuse by monitoring where calls are being made. The WIN-SENSE 32 call accounting software, for example, allows managers to sort information by call types, including information calls, 900 calls, operator assisted calls, and excessive long distance calls. Cutting down on phone abuse could save an organization hundreds of dollars each month.

Third, companies can save money by eliminating toll fraud. Many organizations are victims of toll fraud, or the unauthorized use of a company's phone system. To combat toll fraud, managers can setup custom exception reports such as after-hours/weekend activity, long-duration/high-cost calls, short-duration incoming calls and "800" number usage to track "800" to "900" numbers.

Fourth, sales organizations can save money by having their phone systems optimally trunked. If a company has too many trunks, they are overpaying, if they have too few, they may be losing customers. Trunk analysis reports will help organizations analyze current and future telephone needs, and as a result keep their phone system performing at its best.

Conclusion

By implementing and utilizing a call accounting system, businesses can expect to save up to 25% on their telecom expenses, along with significant increases sales productivity. When choosing a call accounting software package, businesses should look for a call accounting system that is reliable, flexible, and will provide them with the reports and information needed to monitor phone activity and help decrease telecom expenses. A good call accounting system can handle heavy call volumes, produce customizable reports, and meet your financial constraints.

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  Future of Hotel Call Accounting
  Call Management Software
  Using Call Management Software
  Call Accounting Software for the Budget-Conscious Manager

Article Tags: call accounting software, call accounting system, detail reports, employee productivity, incoming calls, informative decisions, insight, marketing campaigns, optimize, productive employees, productivity level, quotas, real time, sales organization, sales organizations, system performance, tel electronics, telecom expenses, toll fraud, track effectiveness



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