Right now, many organisations are facing varying levels of decline in business. And because of the speed of the downturn and the severity of it, these are times when your business model has to be critically reassessed. Things that you may never have had to do before, will have to be considered.

Good will come of this, as it will make all of us take stock and appreciate the business we do get.

But if there was ever a time to make your business more proactive, this is it !

You will need to make a much larger volume of calls and approaches, and the sales team that you have involved in field selling, or a phone team dealing with incoming enquiries will need to lead this process.

So make sure you have a quality list or database for them to work from. They will also need training (possibly) to help them adapt to a different role, and they need a robust process to operate. So for instance they need to be able to store notes (on a computer) about each person they call, some notes of the conversation, and equally importantly a field to mark the next contact due. This makes intelligent use of the sales database. Remember that knowledge is power !

We have an audio CD on setting up and managing a telephone based team which covers the issues mentioned above on process etc http://www.associatedlearningsystems.co.uk/product_detail.asp?ProdID=2 is the link for this product.

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This entry was posted on Wednesday, November 12th, 2008 at 2:40 pm and is filed under New Business development, Sales skills, Telephone Skills, Telesales team management, Telesales Training CDs . You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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