“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.”
VP of Sales
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
• When you save time and avoid the land mines, your program gets up
and running in less time which means faster revenue generation and
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
VP of Sales
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
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
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
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: