Analyzing sales calls using artificial intelligence (AI) can provide valuable insights into the performance of sales teams. However, the accuracy and usefulness of the analysis depend on the quality of the questions given to the AI system. In this article, we will discuss how to create a good question for AI to analyze sales calls and provide some examples of effective questions.
Define the objective of the analysis. Before creating a question, it's essential to define the objective of the analysis. For example, you may want to analyze sales calls to identify common objections from customers or to evaluate the performance of sales reps. Once you have a clear objective, you can create a question that will help the AI system to achieve that objective.
Use specific and clear language. Avoid using vague or ambiguous language that could confuse the AI system. Use simple language that is easy for the AI system to understand. For example, instead of asking "How did the customer respond to the sales pitch?" ask "Did the customer express interest in the product?"
Use closed-ended questions. To make the analysis process more efficient, use closed-ended questions that require a simple yes or no answer. This will make it easier for the AI system to analyze the sales calls and provide accurate results. Avoid open-ended questions that require subjective answers.
Avoid leading questions. Leading questions can bias the analysis results. For example, instead of asking "Did the sales rep do a good job of handling the customer's objection?" ask "Did the customer's objection get resolved during the call?"
Provide context. To help the AI system understand the sales call better, provide context in the question. This could include information about the customer, the product, or the sales rep. For example, "Did the customer express interest in the product after hearing about its features from the sales rep?"
Examples of effective questions:
"Did the customer ask any questions about the pricing during the call?"
"Did the sales rep use any objection-handling techniques during the call?"
"Did the customer express any concerns about the product's quality during the call?"
"Did the sales rep provide any upsell offers during the call?"
"Did the customer express interest in scheduling a follow-up call with the sales rep?"
In conclusion, creating a good question for AI to analyze sales calls requires clear language, closed-ended questions, and context. By following these guidelines and using effective question, you can get valuable insights into the performance of your sales team and identify areas for improvement.
Maximizing Sales Performance with SalesLens
In the SalesLens platform you can analyze calls by groups of questions. You need to add at least 2 questions to each group in order to use it for call analysis. We have already added a question builder for your convenience.