How to Optimize Your Outbound Call Center to Drive More Sales

Despite the rise of digital communication channels, there will always be businesses and organizations that rely on outbound calling to drive their growth and revenue.

Running a highly efficient and profitable outbound call center requires having the right strategy, an advanced call center tech stack, and a properly trained and motivated sales team. Take something out of the equation – and your call center performance will suffer.

Let’s explore the strategies and best practices you can implement to optimize your outbound call center efficiency to connect with more leads, convert more prospects into customers, and ultimately increase your sales conversions.

The Challenges of Outbound Call Centers

While inbound call centers mostly struggle with efficiently managing inbound call volume spikes, maintaining high levels of service quality and customer satisfaction, and handling customer complaints – outbound call centers face different, unique challenges.

Since outbound calls are predominantly sales oriented, one of the biggest challenges outbound call center agents encounter is having to consistently deal with rejection and low call conversion rates while walking a thin line between being salesy and offering value to prospects.

On top of that, agents must also mitigate compliance risks because failing to do so may cost a fortune for outbound call centers.

Call center managers may also struggle to efficiently manage high outbound call volumes, meet performance targets, and maximize agent productivity and utilization while avoiding excessive workload stress and agent burnout.

To recap and add to the previously mentioned, these are some of the typical challenges outbound call center agents may face:

• Low call answer rate and call conversions for cold calling campaigns
• Having to deal with low-quality lead lists and rejection
• Agent burnout and a resulting increase in agent turnover rates
• Inefficient agent training and lack of support in the workplace
• Having to comply with legal regulations such as TCPA and GDPR
• Outdated call center software technology and disjointed systems

Outbound Call Center Optimization Strategies and Best Practices

To help you overcome these common challenges and improve the efficiency of your outbound calling efforts, we’ve collected some of the most successful call center optimization strategies you can implement in your organization.

1. Leverage advanced call center technology and Artificial Intelligence

With the advancements in Artificial Intelligence (AI) and Machine Learning (ML) technologies, call center software solutions have become much more sophisticated. If you aren’t yet leveraging AI tools in your call center, you might be missing out on some massive benefits and optimization opportunities. When it comes to outbound call center operations, in particular, that means taking advantage of AI-powered predictive dialing software, such as VoiceSpin’s AI Dialer.

How does predictive dialing help optimize outbound call center operations?

While basic auto dialing software tools can reduce a large amount of manual work by eliminating the need for agents to dial numbers manually, predictive dialing systems can go even further in automating the process of placing outbound calls and boosting agents’ efficiency.

You might want to take a closer look at comparing auto dialers and predictive dialers in our article:
Auto Dialer vs. Predictive Dialer: Which one is Right for Your Business?

Predictive dialers initiate multiple calls per agent even before an agent finishes their current call as the machine learning algorithm can ‘predict’ when an agent becomes available based on real-time and historical call data, such as the number of available reps at any given moment, Average Call Duration, and Dropped Call Rate.

The software would then automatically adjust the dialing pace, minimizing agent idle time between calls. That means agents can handle more outbound phone calls, reach out to more leads in a shorter time, and hit more sales targets. Check out some more benefits of using predictive dialers for outbound calling:

• Predictive dialing can increase agent utilization to 57 minutes per hour
• Predictive dialing increases call center agent talk time by up to 300% 
• Predictive dialers provide 100% lag-free connectivity and 99.9% uptime
• They help ensure compliance by removing numbers on the Do Not Call Registry
• They help reduce costs by cutting the time reps spend on non-productive activities

As more contact centers are incorporating predictive dialing tools into their call center operations, no wonder the global predictive dialer software market size is expected to reach USD 12.19 billion by 2028, according to a report by Grand View Research.

2. Use local presence to improve Call Answer Rates

If your sales reps frequently call prospects or customers in different regions, they are likely struggling with low Call Answer Rates. One simple yet highly efficient strategy to help them improve that and enhance their outreach efforts is using local presence dialing.

With local presence enabled in your dialer software, the system will automatically match the area code of the territory you are calling. It means a prospect who receives a call will see a local phone number on their caller ID, significantly increasing the likelihood that they will actually pick up the call instead of declining or ignoring it.

According to a survey conducted by Software Advice, people are nearly four times more likely to answer calls from local numbers. Out of all the survey respondents, only 7% said they are likely to answer a call from an unknown caller with a toll-free area code. But when the unknown caller is using a local area code, that number jumps to over 27%.

This way, local presence dialing can improve the efficiency of your calling strategy by increasing call connection and answer rates and reducing the number of dropped calls. It ultimately enables your agents to reach more prospects or customers and boost their sales conversions.

3. Take advantage of speech analytics tools

Speech and text analytics are some of the most powerful tools that can help you optimize your outbound call center performance while reducing costs by proactively identifying and preventing non-compliance issues.

In fact, compliance violations might result in significant fines and other associated negative consequences. Speech analytics software can help avoid that by monitoring and analyzing calls in real-time to spot potential compliance risks and eliminate them before they become bigger problems.

E.g., VoiceSpin’s AI Speech Analyzer employs AI, Machine Learning, and Deep Learning technologies to analyze calls as they are happening and prevent non-compliance issues with real-time warnings through stop lists, whispering functions, and manager alerts. It can be configured to identify particular keywords and phrases regulated by compliance standards – and if agents use one of them during a call, the software will send real-time alerts to managers.

Speech analytics tools are also great for QA and performance monitoring, helping managers and supervisors assess agent performance and uncover training opportunities.

If you’d like to learn more about the benefits of using speech analytics, head over to our article:
Speech Analytics in Call Centers: Unlocking the Potential of Voice Data.

4. Supercharge your agent training and coaching

Having the latest and the most advanced call center technology alone does not guarantee increased sales. The success of an outbound call often comes down to the individual agent’s expertise, soft skills, and experience. That’s why regular and consistent agent training and coaching is the foundation of running an efficient outbound call center.

First, agents should be appropriately trained during their onboarding process, but training should never end on that. To ensure agents are always up-to-date with your product or service offerings, product updates, and changes in your policies and call scripts – training should be an ongoing process for everyone.

Training and call coaching sessions can also help your reps improve their call-handling skills, such as handling objections or closing a sale using sales closing techniques.

Look through the Top 5 Things to Do on Every Sales Call to Close More Deals for more inspiration and agent training ideas.

Here are some quick agent training tips to enhance your team’s performance:

• Always keep your training guides and knowledge base articles up-to-date
• Ensure agents have easy access to self-training resources
• Use real-time call monitoring and call whispering for on-the-spot guidance
• Analyze call recordings to identify agents’ weaknesses and knowledge gaps
• Leverage real-time and post-call speech analytics to improve training
• Define and regularly monitor agent performance metrics
• Use scenario-based training to get agents ready for challenging situations
• Implement peer training and gamification in the training process

5. Keep track of the critical outbound call center metrics and KPIs

Constantly monitoring your outbound call center metrics and Key Performance Indicators (KPIs) is essential to optimizing your call center operations and agent performance.

With a comprehensive view of real-time and historical metrics and KPIs, managers can instantly see what’s happening across the call center, identify inefficiencies in the processes, and where agents might need additional training and coaching. That can help them make more informed, data-driven decisions and improve call center performance.

If you are not sure what metrics and Key Performance Indicators you should be tracking, feel free to check out our article on the Top 10 Outbound Call Center Metrics Your Call Center Should Measure. In general, you might find it helpful to keep track of the following metrics:

Answer Success Rate

Answer Success Rate (ASR), also known as Answer Seizure Rate or Call Answer Rate, is one of the most important metrics to measure for outbound calls to better understand the efficiency of your outbound calling campaigns. A low ASR means that you might need to rethink your calling strategy or improve the quality of your lead lists.

Dropped Call Rate

Dropped Call Rate (DCR) shows the percentage of answered calls that are dropped before being connected to an agent. It can commonly happen with predictive dialing systems that dial multiple numbers per agent simultaneously. Having a high DCR means that you need to adjust the dialing rate of your predictive dialer system.

Conversion Rate

Conversion Rate is the percentage of calls that result in a successful outcome, such as a sale or a booked appointment, etc. Conversion Rate is a critical indicator of your outbound call center’s overall efficiency and whether your sales reps are able to convert leads into customers and close deals effectively.

First Call Close

Just like the First Call Resolution (FCR) is a vital metric for inbound calls as it’s the key driver of customer satisfaction, First Call Close (FCC) is important to measure for outbound calls. It shows the percentage of calls that resulted in a desired outcome, such as a successful sale, on the first attempt. A low FCC indicates that you might need to improve your sales scripts or agent training.

Occupancy Rate

Occupancy Rate refers to the amount of time agents are actively engaged in handling calls or other call-related tasks compared to their total available work time. A low Occupancy Rate suggests that agents aren’t utilizing their time efficiently, which can negatively impact the call center’s productivity.

6. Take good care of your call center team to avoid agent burnout

Though having solid call center technology at hand is fundamental, it’s often the people who can make all the difference between a productive call and a waste of time. That’s why it’s equally important to take good care of your agents to ensure they don’t feel stressed and overwhelmed at the workplace; otherwise, they won’t be able to demonstrate consistently high performance levels.

It’s no secret that call center jobs are naturally stressful, making burnout common in a contact center environment. In fact, a study by Toister Performance Solutions found that 59% of contact center agents are at risk of burnout, while 28% of them face a severe burnout risk.

Burnout further leads to decreased job satisfaction, lower engagement, increased absenteeism, reduced productivity, and high turnover rates.

Here’s what call center managers can do to eliminate this:

1. Provide an adequate level of support, but avoid excessive micromanagement
2. Conduct regular 1-on-1s to discuss challenges and issues and exchange feedback
3. Implement flexible scheduling so agents can maintain a healthier work-life balance
4. Offer employee incentive programs and recognize top-performing agents
5. Foster a positive work environment that promotes teamwork and collaboration

Employee engagement is another aspect to pay attention to if you want to ensure consistently high performance of your agents. Engaged employees are more motivated, productive, and committed to their work and achieving their goals. They are also less likely to experience burnout and quit their jobs, which has been proven by numerous studies.

Maximize Your Outbound Call Center Efficiency with VoiceSpin

By following the best strategies discussed above, you can improve your outbound call center’s efficiency, ensure your sales reps are set up for success, and have the best tools at their disposal to convert leads and generate revenue for your business. If you are only researching your options or looking to upgrade your current call center tech stack, VoiceSpin’s cloud-based VoIP call center solution might be just right for your outbound call center needs.

VoiceSpin’s outbound call center software includes advanced AI-powered auto dialing capabilities that go even beyond predictive dialing. The AI Dialer applies an intelligent dynamic lead and agent scoring system to ensure leads are always connected to the most appropriate agents who are most likely to make the sale, improving call conversion rates.

In addition to that, advanced features like smart queueing, local presence, speech analytics, sentiment analysis, real-time call monitoring, and native integrations with CRM systems and popular business apps make it a highly efficient tool for outbound call center teams of any size.

Reach out to our sales team and schedule a 30-minute demo call with one of our agents to discover how VoiceSpin’s call center software featuring AI-based predictive dialing and speech analytics can help you optimize agent efficiency, maximize your outbound call center performance, and reduce operational costs.