For Info Call:
613-591-1998
 

 
“We used Teleconcepts to help us in the start up of our in house sales support program. I think the biggest benefit the consulting provided was it helped us avoid some of the pitfalls we would have encountered. Apart from saving us the time and the hassle, it allowed us to get our tele-sales reps up and running sooner. What that really means was that our field sales team was getting more leads and more conversions.”
Steve Swanston
VP of Sales
JMFA
 



1. Consulting Services- The Tele-Sales Start Up

What is a “Start Up” Consulting?

As the name implies, Start Up consulting services are available for companies who are seeking to establish a B to B, outbound tele-sales department or program. The ultimate goal of the Start Up is to provide you with a customized, fully documented ‘blueprint’, game plan, or ‘road map’ that you can use to establish and implement your program.

What will this consulting do for me?

Start Up Consulting services will do three simple things:

• First and foremost, the Start Up will save you time—a lot of time; time that you may not have handy given your other responsibilities

• Secondly, the Start Up will give you peace of mind. Yes, I know you’ve heard that benefit (peace of mind) used many times in many places. But it is particularly true in tele-sales. We help you avoid the typical “land mines” that can distort and dilute the effectiveness of your program; things like integrating tele-sales and field sales; thing like hiring the right staff for the right compensation rate.

• When you save time and avoid the land mines, your program gets up and running in less time which means faster revenue generation and profitability

“We used Teleconcepts to help us in the start up of our in house sales support program. I think the biggest benefit the consulting provided was it helped us avoid some of the pitfalls we would have encountered. Apart from saving us the time and the hassle, it allowed us to get our tele-sales reps up and running sooner. What that really means was that our field sales team was getting more leads and more conversions.”

Steve Swanston
VP of Sales
JMFA

How does a Start Up Work?

The ‘methodology’ of a start up is relative simple and works on the sample principal as the ‘audit and review’ for existing tele-sales programs. It starts with interviews with you and key players on your team; those who will be impacted by or those who will impact the tele-sales program.

From there, we break the Start Up into seven parts or components that make up an effective, profit oriented B to B tele-sales program:

1. Strategic Evaluation - the start up begins with a thorough assessment of the vision of your tele-sales program: what you want to accomplish, what you want to sell (product/service strategy), your target market, your pricing strategy etc. It is vital that your strategy is clearly defined and documented.

2. Human Resource Review- based on the information gathered in the strategic review we’ll look at the human resource component: the type of rep you need, the numbers required, supervision and management if necessary, the recruiting and selection strategies, core training, coaching, compensation, motivation and other issues that impact the sales reps and associated staff.

3. Call Management Process- this portion of the Start Up address the type of call that will based on the nature of the sale. Is your sale transactional or complex? Is your approach direct selling or sales support? What type of call cycle can we anticipate: one call, two, three more? What support is required?

4. Market Integration Review- telephone selling and marketing work best when coordinated and integrated with other forms of marketing. This portion of the Start Up looks at the marketing and sales support required (and if required) including web site support, e-mail marketing strategies, fax, direct mail, field sales support, technical support etc.

5. Key Indicator Evaluation- in this portion of the Start Up we will develop the key indicators that are necessary to evaluate the effectiveness of the sales effort. These include measurement of productivity, performance and profitability.

6. Telephony Assessment- while Teleconcepts is not a technology vendor it is capable of providing a superb overview of the type of telephony required to ensure the success of the tele-sales program.

7. Environmental Review- The final aspect of the Start Up is a review of the type of work environment necessary for the tele-sales reps to be as effective and efficient as necessary

How do I get more information on the Start Up?
For a NO CHARGE initial review and for more information on how the A & R can help you,
give us a call at:

613-591-1998


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