Step 1: Accessing Account Activity
Log into the Glencoco Dialer and CRM.
Locate the "Show Account Activity" toggle and turn it on to view detailed call logs and client interactions.
Step 2: Reviewing Account Activity
As you begin dialing, observe the screen for details on each contact. For example, you may see entries like a call record from a caller named Pamela Dole to James Torrey, President of Dilla Torrey and Associates Insurance Services.
Note important details such as the date of the call and the disposition of the lead (e.g., "Not Interested").
Step 3: Analyzing Historical Interactions
Understand past interactions: Recognize the context of previous calls to determine the lead's history and prior dispositions.
Consider factors influencing previous rejections: Analyze why a lead may have been rejected, such as the contact's mood, the caller’s approach, or other external factors.
Step 4: Deciding Whether to Skip or Engage
Using the "Skip" Option: Decide whether to skip a lead based on past interactions. For example, if James previously rejected a call, consider whether circumstances might have changed that could alter his current receptiveness.
Engaging a Lead: If you decide to call, tailor your approach based on past account activity. For instance, reintroduce the service and check if the timing is better, or adjust the pitch based on the specific reasons noted for prior rejections.
Step 5: Handling Multiple Interactions
If encountering a lead with multiple interactions and notes, toggle the "Show Account Activity" feature off to minimize distractions if necessary.
Use the historical data to anticipate objections or recognize patterns that could inform your sales strategy.
Account activity is a valuable resource for Glencoco callers to make informed decisions and improve call effectiveness. Analyze information strategically to skip leads, adjust pitches, and identify potential opportunities.
Remember, even rejected leads can hold hidden value. Utilize activity wisely to maximize your calling success.