Thursday 29 January 2015

Despite the Overwhelming Shift Towards Inbound Marketing in Many Organisations – One Sales Role Seems Resistant to the Shift towards Outbound Oblivion – Telesales!

There can be few sales roles that vary in scope so much as that of telesales. The role can involve a variety of tasks ranging from simple service centre call answering and attempting to cross-sell or up-sell to existing product users, through to outbound “cold” calling and following up of leads which are, shall we say, not too strong.
When recruiting telesales staff employers are often keen to stress that, although basic salaries for telesales roles can be often be low, the on target earnings, (OTE), is often much higher due to the existence of a very good bonus or commission scheme.

Get Guidance From A Telesales Recruitment Agency
Guidance on industry average salary levels can be obtained from a specialist telesales recruitment agency. Those roles which involve high-intensity outbound cold calling are frequently more demanding and therefore often carry higher On Target Earnings than those which involve answering inbound calls from “warm” prospects.
Be Sure Know Your Telesales Recruitment Criteria
When recruiting telesales staff for an inbound role, one of the main criteria is to ensure that as well as being able to sympathetically handle an inbound call which may be a complaint to begin with, the telesales operator should be able to identify any opportunities to cross sell the client to an alternative product which may be a better fit or to upsell them to a product which has more, or better, features at a higher cost, of course.
A Nose For Business
This “salesman’s nose” is what enables good salespeople to identify an opportunity and develop it to the point when a sale or upgrade can be achieved. Not all operators will possess this skill so it is important to select candidates who either have it, or can be trained to acquire it very quickly.
Poor Sales Recruitment Can Lead To Missed Opportunities
Every inbound service call is a potential sales opportunity for many companies so it is important to scope out your proposed role in order to reflect this before starting the telesales recruitment process. This is a prime example of a situation where it can pay big dividends to use the services of a specialist telesales recruitment agency.
Telesales - The First Step On The Sales Ladder
For many, their first telesales role is simply the first step on the sales career ladder, leading up to a role perhaps as a field sales representative or account manager. Again, it is important to be able to recognise these qualities when recruiting telesales staff so that their career path can be managed accordingly.
It Can Be Cold Out There!
Alternatively, if your proposed telesales recruitment process is designed to attract a more hardcore applicant, one capable of successfully handling cold leads, then the criteria will be markedly different. This breed of telesales person is unlikely to be sitting around waiting for inbound calls and will usually work through a database or other prospect list until he or she finds someone willing to listen to their pitch.
Here, the qualities looked for, whilst having a lot in common with those described above for inbound salespeople, should include tenacity, dogged determination and a refusal to acknowledge the existence of the word “no”.

A rarer animal, no doubt, but with the aid of a competent telesales recruitment agency like Aaron Wallis Sales Recruitment, they can be found.

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