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Helping Sales People Prospect
by Phone
Building Essential Telephone Sales Skills - Phone
Sales. Making it Happen. Putting in Some Science. Manage their Performance.
Coaching the Team.
Making it Happen
1. Set aside at least three hours each week, on a specified day for prospecting,
and make attendence compulsory.
2. Select a room where all staff can assemble for the calls.
3. Assign a goal for the day, put it up on a wall, and chart progress
visually.
Putting in Some Science
1. Appoint a team leader, rotating it each week. Do make it someone the
team respects.
2. Use a script. But get the team to develop it themselves. So they'll
agree to stick with it.
3. Set the minimum acceptable number of calls per hour - 20 calls and
6 contacts per hour is reasonable.
Manage their Performance
1. rejection is the major fear. Be sure to get them on to the next call
quickly.
2. Design achievable group incentives for each call day.
3. Ban any other type of call or activity except prospecting calls.
Coaching the Team
1. Schedule team pep talks at the beginning, middle and end of shifts.
2. Keep them on track by providing private coaching.
