#RefreshFriday Make Your Dealership's Calls More Efficient | Scott Davis w/ Volie

[Jeff Kershner]

View: https://www.youtube.com/live/whv5P-lrvsY?si=J1EW1naHxHt26Gob


How well do you monitor outbound calls? How strongly do you feel about your CRM making your BDC more efficient? If you have any doubts when thinking about your answers to those questions, you should listen to Scott Davis on RefreshFriday.

Volie has been the leader in BDC software, and they make outbound calling more efficient.



Join us LIVE on Facebook, LinkedIn, or YouTube Friday at 1PM
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[Dan Sayer]

I used Volie when I still had a large remote Sales BDC and we did go through a couple of tools until we found Volie. Absolute no-brainer for scalable BDC teams, remote or in-house. High volume lead handling and high volume inbound and outbound phone capability with campaign integrations and CRM connectivity. There is really nothing like it out there for HUMAN BDC teams! Scott is a pretty smart guy (and his kids are the best) so please make time to watch today and come with questions!

 

[Ryan Everson]

Looking forward to it! Perfect timing as I'm in the midst of rolling out a similar non-automotive solution (Regal) at one of our large centralized BDCs.

 

[paulzubrys]

The KPI Delusion: Why “More Calls = More Sales” Is a Managerial Fairytale​

It’s not a volume problem. It’s a lead quality problem. Your salespeople are throwing spaghetti at the CRM wall—and you’re applauding them for the splatter.

Read the full article.

 

[Dan Sayer]

The KPI Delusion: Why “More Calls = More Sales” Is a Managerial Fairytale​

It’s not a volume problem. It’s a lead quality problem. Your salespeople are throwing spaghetti at the CRM wall—and you’re applauding them for the splatter.

I think you're directing this in the wrong thread. Your point is valid and you should just create a new thread on the topic. For those not wanting to open your link:

In his blog post, “The KPI Delusion: Why More Calls, More Appointments, and More Demos Don’t Always Lead to More Sales,” Paul Zubrys critiques the overemphasis on activity-based Key Performance Indicators (KPIs) in sales environments. He argues that metrics such as the number of calls made, appointments set, or demos conducted can be misleading if they don’t correlate with actual sales outcomes.

Key Takeaways:

• Activity vs. Outcome: Zubrys emphasizes that high activity levels don’t necessarily translate to increased sales. Focusing solely on activity metrics can create a false sense of productivity.
• Quality Over Quantity: He advocates for prioritizing the quality of interactions over the sheer number of activities. Meaningful engagements are more likely to lead to sales than numerous superficial contacts.
• Misaligned Incentives: The blog highlights how emphasizing activity KPIs can lead to behaviors that don’t align with sales success, such as making calls just to meet quotas rather than to engage potential customers effectively.
• Effective KPIs: Zubrys suggests that KPIs should be outcome-focused, measuring metrics like conversion rates, customer satisfaction, and actual sales figures to provide a more accurate picture of performance.

Overall, the post calls for a reevaluation of how sales performance is measured, advocating for KPIs that truly reflect success rather than just activity.

Volie isn't advocating the outbound calls you refer to in your post. Rather they're great at focusing that outbound activity towards hand raisers as well as campaign lists that have some value prop to the customer. They're also experts on managing the inbound side of that coin. Start a new thread @paulzubrys and I'm sure you'll get some discussion because I couldn't agree more that more calls don't equal more sales in the context that you spell out so well. Thanks.