Improve Sales Conversion
Making more sales is a combination of creating opportunities and executing more effectively. Within your centre you could increase your capacity to sell by:
- with an inbound operation, focusing on operational management so that more staff are available to handle inbound order taking calls at peak times of day, thereby reducing the number of call abandons
- reducing the number of unproductive business development contacts, for example by diverting progress chasing order calls away from your front line sales staff.
- proactive management action – for example with an outbound centre to assess part way through the day the status of the calling list and moving resources to match the required level of activity to complete the targeted number of contacts for the day.
Improving the effectiveness of your selling strategies is a combination of analytical and qualitative factors. The former includes:
- Improving Agent selling skills (objection handling) by putting in place a structured selling approach that replicates the approach that the ‘best’ sales Agents uses and training all staff in these method;
- Territory management – ensure that right product and service offer/mix is made to individual clients
The qualitative factors relate to how the Agents ‘feel’ at various points in the day, and the “self talk” techniques that they can use to keep themselves positive – no matter how many rejections that they get. Telemarketing involving ‘cold calling’ is a classic activity where the personal intensity levels need to remain high through the day – really believing that the breakthrough sales outcome is only ever one call away.
