Call Intelligence: What it is, Features and Benefits

As a sales manager, you know how difficult it is to track your team’s performance. With your reps making hundreds of calls every day, it becomes a daunting task to listen to all the critical conversations between them and the prospects in the hope of monitoring their best and worst sales conversations. 

So what’s the easiest way to do this at scale without eating up your entire day? The answer is call intelligence. 

In this post, let us understand everything about this crucial technological advancement of recent times that has helped thousands of sales managers to coach their teams at scale and make better sales decisions.

What is call intelligence?

Call intelligence is a powerful solution that analyzes calls and automatically comes up with useful insights. This treasure trove of insights typically helps sales managers coach their teams effortlessly. The goal of call intelligence is threefold – 

1. To boost team productivity 
2. To generate smart insights
3. To build a predictable pipeline

Now, most people confuse call intelligence with call tracking. In fact, some of them use them interchangeably. This is a huge blunder as there are plenty of differences between the two. For starters, call tracking is only about recording the conversations or the events of the call. On the other hand, call intelligence is all about utilizing the information and data in the call to come up with action-oriented insights that can help make more informed decisions.

4 Key Features of a call intelligence software

Here are the top features you need to look for in a call intelligence software – 

#1 Call Recording

This is probably the most basic feature of call intelligence software. The platform you choose must be able to record every call automatically. Even though the call intelligence software can come up with insights on its own, it’s always good to have a repository of call recordings, as it will aid you in making better decisions. 

FreJun records and logs all your calls automatically and saves them in the cloud. You can access it anytime, anywhere, for training and decision-making purposes.

#2 Analytics Dashboard and Reporting

Another important feature to have in your call intelligence software is an analytics dashboard that helps you view all the important metrics related to the call in a single view. Some of the key metrics your system should measure include call volume, call outcomes, average call duration, etc.  Bonus if the system could send daily, weekly, or monthly reports regarding the change in metrics over time. 

FreJun is powered by a state-of-the-art analytics engine that captures most of the call information you need to make an informed decision. It also sends timely reports to the designated person so that they are always abreast of the latest developments. 

#3 Integration with CRMs

A good call intelligence software knows that a CRM is the bread and butter of a sales team. So it is important to pick only those call intelligence software that offers plug-n-play integrations with popular CRMs like HubSpot, Pipedrive, Zoho, etc. When it is integrated, all the important details in both platforms will be synced two-way to ensure that there is a single source of truth for all customer and call-related information and there is no miscommunication. 

FreJun can be integrated instantly with Pipedrive and HubSpot CRM.

Editor’s Choice: How to integrate FreJun with HubSpot

#4 Multi-user support

A call intelligence tool that multiple persons cannot use is as good as a simple call tracking tool. Intelligence becomes intelligent decisions only when multiple people can access it. The call intelligence software you chose must be able to support multiple users at the same time who can view the same information from any device of their choice. More importantly, the user must be able to share the information with any person within the organization instantly. 

In FreJun, adding new users within your organization takes less than 2 minutes. 

5 Reasons why you need call intelligence in 2022

Here are some of the top reasons why it makes total sense to embrace call intelligence in 2022 and beyond – 

#1 Tailored Conversations

When you focus on call intelligence, you start finding a pattern of customer conversations. You will start identifying what your customers actually want from you (and what they don’t want to hear). A call intelligence system will analyze customer behaviors, their emotions, objections, etc. This data will help your team tailor their conversations for the future and build strategies that aid in conversions. 

#2 Identify Opportunities

When you have smart insights and useful customer information at your fingertips, you can easily identify new areas of opportunities for your business. Let us elaborate. Imagine a situation where some of your prospects are hesitant to purchase your solution because it lacks a key feature that they are looking for. The call intelligence solution easily identifies this. 

Thanks to this newfound intelligence, you have a great idea for a unique feature that wasn’t under your radar. After building this new feature, you can attract a wider audience looking for a solution with the same feature. 

Further Reading: What is IVR? [Examples, Best Practices, and Benefits]

#3 Better spending

There was a time when sales managers were shooting in the dark when it came to investing in different strategies for improving conversions. That’s not the case anymore, thanks to call intelligence. With the smart insights offered by the call intelligence solutions, managers can easily gauge which strategy is working and which is not for the team. This, in turn, will enable them to avoid allocating their budget to the wrong places. 

#4 Improved onboarding

Admit it – onboarding new reps always demand a significant amount of time and resources for the managers. After all, the managers need to do everything to ensure that the new reps receive the best training so that they can start contributing once the training ends.

A traditional approach to training is always time-draining. The reps have to memorize endless historical call details, which can impact the training negatively. Enter – call intelligence solution. It elevates the training process by offering a more supportive trainee experience. It ensures that the reps have all the necessary call information at any time without the need to memorize them. 

#5 Increased Agent Productivity

It’s impossible for a sales manager to join every sales call of every sales rep. So what’s the best to keep track of the calls and ensure that the reps offer everything the customer wants? A call intelligence solution.

A call recording software can always be used. But they don’t offer immediate results. This is where call intelligence software, with its real-time call analytics, helps. The information collected can be easily shared with the reps in a presentable format. They can view their past performance and course correct in case they are doing something wrong. This is much better than going through individual call logs, identify agent weaknesses, and then offer appropriate coaching.

Conclusion

We all know that context is everything in sales. Only if you understand the prospects better can you personalize interactions and offer a great experience to them. And when you do that, your conversions will automatically improve. The traditional way of tracking calls will not help in making intelligent decisions. Most of the time, you have to rely on your gut to make them. This can be easily avoided by using a call intelligence tool like FreJun, which offers critical insights about your calls, empowering you to make better decisions related to your pipeline.

To know more, sign up for a free trial with FreJun now.

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