The Hunley Group Blog: Building Products: Call Tracking. What, Why, & How.

Building Products: Call Tracking. What, Why, & How. Call tracking is one of the most basic functionalities and most prevalent use cases for a CRM.  From a survey of building products companies, this question received more positive responses than any other. Why do we see building products firms mandate call tracking? It’s a memory aid.  If you had 10 customers, you probably wouldn’t need a prompter to recall what you said last and to whom.  When you have 200 customers, with several hundred more prospects, OMG, how can you possible recall what you said to who just last week?  At its most simple, a CRM should remind you what to do and when, and call tracking helps a lot with that.  It’s a targeting tool.  With the fragmentation in building products, with hundreds of dealers and thousands of contractors, builders, and architects, if you’re not prioritizing who you engage with … well, maybe you shouldn’t be in this business:)  If you have your A’s, B’s, and C’s categorized, it’s typical to see a flavor of “A’s should be called upon every month, B’s, every quarter.” So you need to be able to pull trip planning lists of “all A customers I haven’t called on in the last 30 days”. It’s a coaching tool.  One of the most effective uses [...]