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The official blog of AG Salesworks, Sales Prospecting Perspectives will give readers an insight to the challenges of managing a targeted outbound Sales Prospecting effort and team.
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This is the first blog in a multi-part series introducing to you the three main categories through which AG Salesworks, evaluates, and manages the skills development of its Teleprospecting or Inside Sales reps. We’ve found through the years that in order to have the highest level of talent in our space we’ve got to go well beyond simply hiring the best. They aren’t the best when you first sit them down. You’ve got to train them, coach them, reward them, and promote them. Over the years, we’ve broken the teleprospecting job into three main disciplines. In order for a rep to be optimal, they must excel in each. Once we established the three main areas of skill that must be optimized, it became much easier for us to identify areas of opportunity and attack them. The three main skill areas that we focus on for our reps are as follows.
This blog will focus on #1 Organizational Skills. The only way to generate a fully qualified sales opportunity is to speak with the prospect live on the phone. Therefore it is imperative that your teleprospecting reps have the organizational skills required to maximize their time on the phones. Without a high level of organization, a teleprospecting rep has too much “noise” to deal with and will make few dials, thus talk to fewer people and sadly, pass fewer opportunities to sales. Here are some easy ways to evaluate and improve on the organizations skills of your reps.
While this may seem oversimplified, that is the beauty of it. Organizational skills improvement can happen overnight if you put the right message and checks & balances in place for your reps. The idea here is to identify easy ways (like the ones listed above) for them to manage their days better. They will see immediate improvement in their performance, and you will get the ancillary benefit of teaching your rep to think more strategically about his\her day and how they organize it. How have you instilled organization skills into your inside sales team? Would love to hear about other successful techniques.
Next time we will focus on Phone Skills evaluation development.
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