How to make your sales calls more successful

Insights from reviewing 200 sales calls

One of the silver linings of the shift to remote work has been the widespread adoption of recording sales calls. It’s given salespeople a way to assess their own work, sales managers a way to identify coaching opportunities and adjacent departments like product and marketing a direct channel into customers’ needs.

It’s also highlighted some best practices that, when implemented, lead to more successful sales calls and higher win rates.

In the past 24 months, I’ve listened to 204 sales calls, conducted by 107 salespeople at 24 companies. Here’s what the top performers are doing differently: