| An off kilter look at sales tips & tricks for telesales professionals |
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Issue 4: Independence Edition
Earn Your Independence Inside sales is a numbers intensive business - no not in a math kind of way, rather in a metrics way.
 It seems like every time you turn around - someone is measuring something new. How about having a sales manager say, “Hey last Thursday, did you realize that you made 12 dials between 9 and 10, but none from 10 to 11?” What?
“Tuesday you followed up on 10 marketing leads and converted 3 into nice opportunities, but your phone time was really low.” Are You Kidding?
“Your afternoon dials have been really low lately, but your phone time is great - think about how much higher it could be if you dial more” Huh?
Sometimes tracking is important, it gives the company a way to judge who is doing what - from a high level. Other times it is a waste of time. Or is it? Wouldn’t it mean more if someone explained WHY the numbers MATTER? Metrics can help
track success
factors for everyone
“our Top 10 salespeople are on the phone at minimum 35% of the time and find 5 new business opportunities each day” Hey, the organization figured out what it takes to be a successful salesperson.  Now when you hear “Tuesday you followed up on 10 marketing leads and converted 3 into nice opportunities, but your phone time was really low.” You can translate it into “You’re doing a good job, to be at the top you need to step it up. Finding 5 instead of 3 opportunities. A great way to do that is talking with more people.”  Hey Lynn - What does any of this have to do with earning independence?
I’m so glad you asked! It is more important for you to figure out what metrics you want to track for you to be successful. Don’t wait for a manager somewhere to come knocking on your invisible cube door to talk with you about metrics. Figure out what is important to your business success and track it yourself.
Even better
share your theory with your manager and have them HELP you track it You have earned your independence when:
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It always makes me laugh when correctly answering the question “how many countries have a 4th of July” is used as an example of intelligence.
To me it is more about thinking things through and questioning our own assumptions. Which I think ties right into the celebration of becoming independent; whether the celebration is for a country or individual! ppppssssst – every country has a July 4th on their calendar…. only the United States celebrates it as Independence Day. An UpYourTeleSales.com Reminder Looking for more on telesales behaviors? Check out our Coaching over Coffee blog posts:
For comparison you can check it against the Fall 2005 Benchmarking Inside Sales & Telesales Performance report by CSO Insights. HELP Request If you haven’t taken 3 minutes to complete our TeleSales Questionnaire please do it right after you read the newsletter. It is designed to help us understand what training salespeople who use the phone to increase revenue are looking for. Your participation will help us get the broadest information base possible. Thanks!
TeleSales Twist Set your own targets for the metrics YOU are going to measure. Step 1 - find out what the success levels in your organization are so you know that what you set is going to achieve the results you’re looking for. Make it a stretch based on what you are doing TODAY but don’t be insane, Barbara Eden from I Dream of Jeannie isn’t here to magically change your behaviors INSTANTLY. Accept where you are, realizing it may take a few weeks to step up to the level you want to be at ultimately. Step 2 - make up your own tick sheet to track these personal business metrics each day. Step 3 - put in the effort to hit your stretch goals. Once you reach your stretch goal for two weeks in a row - increase it until you are at the success level you are looking for. Important Safety Tip: don’t try and track more than two (maybe three if they are related) each day. Want to use any of our content in your publication, blog, or website? If so, please include the bio below and let us know when and where it will appear. Lynn Hidy, founder of UpYourTeleSales.com, is the specialist at creating profitable telesales sales people and organizations. She knows you can make six figures over the phone - she does it! Working with Lynn you will learn to create a phone experience where they will forget you aren't actually having a cup of coffee together. To find out more about Lynn, read her latest articles, or subscribe to A Chip Off The Block her free newsletter - call 315-751-0146 or visit www.upyourtelesales.com. |
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