Posts Tagged ‘telesales team management’

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Commission or bonus and incentives for my telesales team ?

Thursday, November 26th, 2009

Commission or bonus and incentives for my telesales team ? What schemes should I motivate them with ? How much ? Should it be regular commission or one off bonuses ? What works best ? How much is all this going to cost me ? And what if I end up paying more for the same ?! How do I avoid this ?

Telesales commission and bonus schemes

Telesales commission and bonus schemes

These are some of the questions we get asked by clients frequently. 

Should I pay commission, bonus or run campaigns for my telesales or telemarketing team ?

Well why not do all 3? They all have their place and they can do different things for you.

“It’ll cost me too much” I hear you cry! Well that depends on how much you award in each category doesn’t it? After all if someone is successful, then you’re happy to pay them an amount up to the margin or profit they are making for you – right?

You want to encourage the top performers don’t you? And you don’t want them wandering off to another job – or worse still your opposition.

I believe elements of commission, bonus and campaigns all have their place in your remuneration system. They each do different things. Click here to find the full article http://ezinearticles.com/?Should-I-Pay-Commission,-Bonus-Or-Run-Campaigns-For-My-Telesales-Or-Telemarketing-Team?&id=2088836  we’ve had published at ezine articles.

And if you want to discuss a tailored system that would be right for your team, give us a call on 01858 461148 or simply e-mail us your question to info@tomarket.co.uk

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Posted in Commission schemes, Telemarketing management, telesales | No Comments »

5 top tips for setting up your own in-house telesales team

Monday, November 23rd, 2009

5 top tips for setting up your own in-house telesales team. We have worked with many organisations over the years, and been asked our opinions on many aspects related to setting up and then running an effective in-house telemarketing or telesales team.

Setting up an effective telesales team can be easy using a template

Setting up an effective telesales team can be easy using a template

It can be difficult distilling them down to just 5, but we know how much you like lists – so we’ve picked these 5 ;

  1. Have some form of targets. Otherwise how can you (and equally importantly them) measure success ?
  2. Get their results up on a wall board. This has many benefits for them and you.
  3. Check the quality of the leads they are working. Quality in, definitely means quality out. For instance if you are a packaging industry company and you have a list of post offices, and bakers shops, the most successful sales person in the world will struggle.
  4. Set aside some time to talk to members of your team regularly. It will yield enormous benefits.
  5. Keep developing ideas to motivate your team. Telesales and telemarketing is a fast moving environment. Your ability to keep them motivated and enthusisatic will give better service levels to your customers and better results.

To read this article in full click here http://ezinearticles.com/?5-Top-Tips-For-Setting-Up-an-Effective-In-House-Telesales-Or-Telemarketing-Team&id=2114456

We have many ideas on team motivation, so if you want to get some external help and ideas contact us info@tomarket.co.uk. Finally we have a CD which explains how to make the setting up and running of your own in-house team as smooth as possible. Follow the link here to the audio CD which is just £34.99 + VAT. http://www.associatedlearningsystems.co.uk/product_detail.asp?ProdID=2

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Posted in telemarketing, Telemarketing management, telesales, Telesales team assessment, telesales team management | No Comments »

Experienced telesales or telemarketing manager in your company for a fraction of the usual cost

Monday, September 14th, 2009

There is a way to get an experienced telesales or telemarketing manager in your company for a fraction of the usual cost.

Many companies are facing a current situation where they want to provide strong leadership and telesales or telemarketing management for their team, but without wanting to commit to spending the £50,000 to £60,000 that it would normally cost.

Get your team to the next level with some interim management

Get your team to the next level with some interim management

An alternative is to hire somebody on a freelance basis to do an agreed number of days per month for you. Say you set up an agreement with someone to do 5 days per month. The required investment will be less than half what it would cost to employ someone.

You may additionally get around the need for a lengthy contract and so if your business changes shape or your needs change, you can wind up the agreement. Alternatively you can also use the exercise as a great test bed for trying out a potential telesales or telemarketing manager. Also your freelance manager should be able to help you spec up what you need. No company car, or pension or healthcare either so  you have access to quality management and leadership at a fraction of the normal fee.

Many organisations are talking to us at the moment about such an arrangement as it gives much more flexibility and a lack of heavy investment and cost at a time when business conditions are volatile.

Consider the idea of an interim manager for your team. They can help set up or develop KPIs for your team, can help with benefits selling, objection handling and even sales call structure. It could be the best thing to help train, develop and build a telesales or telemarketing team whether you are in Leicester, Northampton, Kettering, Corby, Wellingborough, Cambridge, Peterborough, Birmingham, Coventry, Derby or Nottingham or anywhere across Leicestershire, Northamptonshire, or the East or West Midlands.

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Posted in benchmarking telesales teams, Independent audit of telemarketing team, sales development training, telemarketing, Telemarketing management, telesales, Telesales team assessment, telesales team management | No Comments »

How to build your telesales – without spending big sums on a manager

Saturday, May 16th, 2009

Some ideas on how to build your telesales – without spending big sums on a manager. A current hot topic in telesales and telemarketing management is the idea of hiring an interim telesales manager or someone for a fixed or variable term. It offers you great flexibility and could be just what you are looking for.

Short term telesales manager to raise your team's performance

Short term telesales manager to raise your team's performance

Instead of committing yourself to a fixed spend you can buy some quality management that can finish as soon as the job is done.

So how might they help you ? You can expect a good quality short-term contract telesales manager to help you in many areas managing your team. They should contribute ideas across a broad number of fronts. 

Let’s look first at each person’s call pot. Also any effective team needs KPIs – key performance indicators. You probably know what each member of your team produces in terms of results but that is only 1 of the 4 key measures. Getting the team to produce more involves understanding how they achieve their results.  They each have a results profile. Do you know what it is ?

It is also a good idea to have the phone team working to support your campaigns. These might be based around product lines you want to promote, or products and services that are more lucrative to you. How well integrated is  the phone team currently with your marketing campaigns ? A good manager will help you set this up and provide you with ongoing monitoring.

Incentivising the team is key too. If they WANT to do well, they will. So you may want advice on levels of commission. Also understanding the balance between commission, bonuses and incentives is important. What do they each do, and how do they fit together ? A good quality top drawer telesales or telemarketing manager will be able to help you with this.

If you’re based in  Leicester, Northampton, Market Harborough, Corby, Wellingborough, Kettering, Lutterworth, Cambridge, Daventry, Coventry, Rugby, Melton Mowbray, Uppingham, Oakham give us a call on 01858 461148 and we can discuss how you can achieve all these things by hiring a short term or interim telesales manager to run your team. They should be able to set up processes and management systems for you, which they then leave as their legacy !

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Posted in benchmarking telesales teams, Independent audit of telemarketing team, interim telesales manager, Marketing, telemarketing, Telemarketing management, telesales, Telesales team assessment, telesales team management | No Comments »

Do you really need a full time telesales manager ?

Sunday, May 3rd, 2009

A question for you. Do you really need a full time telesales manager ? 

As you know recruiting someone to run your team can be an expensive and time consuming business. You may not even get the right person !

Clearly you want the best quality telesales or telemarketing manager you can afford even if you’re a small company because you want to improve sales. Also we can take it as read that you want someone who will bring in more profit than it costs you to employ them.

Interim telesales manager - a more flexible approach

Interim telesales manager - a more flexible approach

The difficulty then is to recruit someone who you know will make these returns. And what do you do if they don’t ? Send them packing I guess. As soon as you agree a contract with them you’re committed to spending a defined sum of money. You’ve got ;

  • Salary (probably likely to cost £25,000 – £40,000 depending on what you want)
  • Pension
  • Social costs (N.I. contributions etc.)
  • Car (do you provide a car – or money in lieu of a car ?)
  • Other on-costs such as furniture, coffee ! heat, light, power etc.

As an alternative have you considered hiring an interim telesales manager on a short term contract ? This offers many advantages.

It will cost you less as they’ll be doing less days. Admittedly their day rate will be higher. Nevertheless if you get a top notch manager, you should get more quality and therefore at least equal results.  You are no longer paying turning up money, you only pay them for what you need. There may even be no fixed contract, so you can end it at any point.  This keeps them focused on achieving results for you.

If this is an idea which interests you, we can advise you on how to set it up, and the sorts of things a good manager should be able to help you with. Drop us an e-mail to info@tomarket.co.uk

This idea will help you whether you are a finance director, a business owner, an owner manager, or someone running a small business in Leicestershire, Northamptonshire, Leicester, Northampton, Market Harborough, Corby, Wellingborough, Kettering, Lutterworth, Cambridge, Daventry, Coventry, Rugby, Melton Mowbray, Uppingham, Oakham

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Posted in Independent audit of telemarketing team, interim telesales manager, telemarketing, Telemarketing management, telesales, telesales team management | No Comments »

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