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Mining Cost: The Trap That Can Cost Your Sales Operation

Is your concern (mostly) the final cost of a service or solution? Is thinking about spent $$$ a priority in your company? This reasoning is never the best of options, but it can have very bad consequences when it comes to telephony.
Want to better understand what we're talking about?
In a commercial team, concern about the value generated by calls is a valid concern. After all, depending on the size of the team, this value can easily reach four digits. However, when searching for conventional telephony or VOIP solutions , cost of minutation should not be the only evaluation criterion. Because?

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Well, a cheaper minute isn't always better for your operation.. Of course, the more expensive option may also not generate enough benefits to justify the cost.
The point of reflection for us is: how to evaluate the cost of minutes according to the other benefits contracted together with the telephone service?

What is the minute cost?

Minute cost is the amount charged by the telephone company when connecting the call. The cost can be per full minute (every 60 seconds) or per fraction (every 30 seconds).
It is common, for example, that the cost of the minute in the fraction is slightly above the cost of the closed minute. Even so, it is still possible, depending on the value, to have savings when paying for the fraction instead of the full minute, when we talk about a large volume of calls made.
It is worth remembering that there is also a difference in the cost of minutes according to the telephony service used (VOIP, fixed or mobile telephony) and the destination (fixed or mobile telephony).

What makes up the cost of the call?

According to the amount charged per minute or fraction, you must keep an eye on the service you are receiving in return:

  • Call route:Some companies offer standard or premium connection routes. This indicates which path will be used to complete the call (in general, premium routes may be more stable or connect faster, while normal routes may take longer paths to get connected or face some one-off issues, mostly unremarkable).
  • Company size:large international or national companies can have an operation that allows them to offer a lower cost of minutes without a drop in service quality.
  • Type of contracted telephony: VOIP(internet connection), conventional telephony and mobile telephone plans per minute have big differences in cost and usage. A sales representative who spends the day on the street, for example, will not be able to use VOIP, while a salesperson who works internally does not necessarily need a mobile number to make a small number of calls.
  • Added services:yes, you can only contract telephony directly with the company, but there are others, like Meetime itself, which provides telephony as part of a larger service. Let's talk about this in more detail in a little while!

Beware of the trap: what you need to be aware of when hiring

There are a few points related to the link itself, and let's start with them:

  • Call quality and stability: isthe call noisy? Does it fall a lot? Or is the service provided good for the amount paid?
  • Connection fee:In a sales operation, there will be an average connection fee for calls. See if this rate matches the benchmarks for your industry or if, if a change of telephony provider was made, there was an impact, positive or negative. This will tell you if your calls are going through or if there is a problem with the call route.

But you also need to think about how the use of that service will impact the sales team:

  • The means by which the call will be made:if you have chosen a VOIP telephone service, you can use either a computer or your own telephone to call. If you have already chosen to hire a cell phone plan to make some calls, this means will be alternated. And here we enter an important point...
  • The waste of team time:one of the main concerns of sales teams is productivity, and increasing it is a priority in many of them. From training to optimize the business process to adopting proprietary technologies to improve the pipeline , such as CRM , having productive salespeople is essential. Here are some ways to prioritize solutions that have a low-cost downtime that can hurt salespeople's time:
    • Manually filling in the CRM after the connection:when contracting a connection service, there is no integration with the CRM . In other words, in addition to the call (and entering the number) to be done manually, all information must be entered by the seller. And yes, a manager might think “oh, but just a minute”. But a minute times 20 calls a day times 5 salespeople results in almost 2 wasted hours.
    • Wait for the cell phone to release:for companies that have a small team, it is very common to have a cell phone just to make calls to other cell phones. Then there may be a queue and dispute between the sellers. Does it make sense in a modern Inside Sales operation ?
    • In the case of calls made by Skype:the manager is responsible for placing calling credits on the account of all sellers, and needs to be available to do so when necessary (often in the middle of the day). This paralyzes the work of those involved, in addition to decreasing the salesperson's productivity.
    • Chance of error increases:wrong dialing of numbers, problems (or lack) in filling in information about prospecting activities , etc.

The question is: is this saving of a few reais at the end of the month worth it for your operation as a whole?

When thinking about the best choice for your sales operation, go beyond the minute cost

There is a question in the minds of many managers about whether it is worth hiring a dialer for the company. Some prefer to continue as is, without this technology, or go with a simpler and cheaper option. But the question must be: what is the company's need?
That's where bundled services come into play. Below are some examples:

  • Call Recording:Dialers may or may not offer this option, but we know it is an essential resource for salesperson coaching and can have a big impact on a company's sales. We write about it in this post.
  • Calling metrics visualization:having, in addition to the call service, a dashboard that shows how many calls were made, connected, an update of your account, the number of significant calls of your team so far and other essential indicators for the operation of sales is great! This takes you out of blind flight and gives even more power to your operation.
  • Videoconferencing:an extra resource that can even help to reduce the cost of your operation (since it is done via the internet), and also improves rapport and the relationship between seller and prospect throughout the commercial process. This can impact the sale of services or SaaS, for example.
  • Support:Having a team available to resolve issues easily and quickly is essential to the success of the sales team. After all, there is no business without a connection, right?!

And so, was it clear why the cost of minutes is not everything to be considered when hiring?
Remember, a phone service doesn't have to be just that – it can be the solution to a problem you didn't even know you had. So keep your mind open!

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