7 traits of highly effective sales people
7 traits I’ve noticed about successful sales people. I’m not saying these are the only 7, or indeed that they’re the most important 7, but they’re my observations. And it starts with creativity of thought ……
Why you still need to make telemarketing calls in B2B
5 reasons why using outbound telemarketing could help your B2B organisation. Quality of contact, getting closer to your market place and encouraging feedback is all part of the story.
Why keeping your telemarketing team happy matters
Some tips on managing and motivating a telephone based team. Appreciate that done well telephone communication with customers and prospects can pay great dividends. Spend time and effort constructing your working processes around keeping your team happy, motivated and on-message. It’ll make your life easier!
It’s important to have the size of your call pot just right
It’s important to get the size of your call pot right. Too small and your pot will go stale. Too large and you miss opportunities. Look after your prospect pot.
Why I use 8 day call cycles in telesales
Telesales tip – use 8 day call back cycles to control your repeated calls to unavailable decision-makers. This is a valuable tip to prevent you calling the same old, same old contacts too often.
Incentives must incentivise – sounds obvious
Running incentive schemes is a valuable part of keeping the telesales or telemarketing team focused on the organisation’s goals. However there are some common banana skins to avoid if you want your commission, bonus and or campaigns to produce the right results. Here 5 of the common pitfalls.
5 tips to get your commission scheme right
Commission schemes need to be well constructed to ensure they work for your organisation. They must be there to motivate. They mustn’t simply pay more for the same. Does your telesales or telemarketing scheme pass muster? A good, clear commission scheme will help you achieve better results. A bad one is worse than doing nothing at all.
How about a ‘live’ audit on your customer service or telesales team?
How about a simple 2 hour audit on your telephone team? Non-invasive, so no time off the phone and we’ll give you a view on how your team interacts with customers on the phone. For both outbound telesales or telemarketing or alternatively for inbound customer service teams. It is also great to run it pre-training to help maximise the benefit of the classroom time.
Coaching – some new tools
New enhanced coaching for telephone based teams from To Market. Customer Service, Internal Sales, Telesales. Invest in some objective measuring of call quality. Can be carried out using a blend of onsite and offsite coaching.
Selling is all about activity
Selling is about activity. When running or helping companies manage their telesales or telemarketing teams more effectively, we have a simple 4 part KPI. Activity tells you a lot and is the key ingredient to creating more sales opportunities.