The sales management tip focuses on all areas of inside sales management, sales development
and leadership. These parcitical managment tips will help you get better resule from your
inside sales team.
Teach your reps telephone skills.
Many sales managers don’t realize the special nature of the telephone. If you investigate you will quickly learn that field sales people usually don’t like making sales calls via the phone. They are much more comfortable in person with all the visual clues and control that environment provides. The telephone has it’s own unique peculiarities. And, it’s been my experience that most inside sales people are not readily familiar with them. Lack of knowledge of these areas typically leads to a lower quality of call.
The first clue is in what makes the field guys uncomfortable – a lack of visual clues and control. The phone requires more questions and better qualifying specifically because all the visual clues of the environment are gone. It also requires a more precise approach as distractions quickly lead to the end of the call unlike the face-to-face environment where your physical presence allows for some stalls and wandering. On the phone you have no idea when you’ll run out of time.
The best method for teaching phone skills is live call review. So to start with get your team some recorders and tapes and start listening to calls in your sales meetings. Add to that some sales theory such as suggested in the feature article on the homepage and your ready to roll.
for some basic telephone skills theory what the daily tips page this week. All five tips will be on telephone selling skills.
Also see our Daily Sales Tip.
and our new TeleSalesUniversity.com
for weekly teleskills webinars to lean even more.
