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Two invaluable tools for monitoring a sales force are inbound Call Tracking and outbound Call Tracking. How are my reps behaving on the phone with their prospects and customers? Recording their calls will along with a associated with new information to use for staff improvement and training.
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As for your math involved, it’s all simple separation. For each step in the “prospect funnel”, you simply divide the number of prospects out of the previous step by the amount of prospects who went for the next stride.
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