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TeleSmart announces our blog, Life in the TeleBusiness Trenches. It’s dedicated to front-line champions and their managers who are selling and servicing customers by phone and on-line. This week, TeleSmart is hosting a series of daily dialogues with the Champions at Quarter-end. Listen to daily interviews and tactics on how these champions survive end of quarter.
Go to:
www.tele-smart.com/blog.
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Partnering
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Does your inside sales training consist of “smile and dial” techniques that fail to generate consistent revenues? Has your team participated in field sales training only to find that it didn’t translate into a 7 second phone call or email which must carry impact?
After training thousands of inside sales professionals and managers, we’ve come up with the TeleSmart 10 - Sales Booster Series for generating revenue by phone and email. Our sales methodology has 10 essential skills for telephone and on-line effectiveness that will move your skill set to a new level. This month, a skill that tests your team spirit, creativity, value – our Partnerinig skill. |
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How’s your sales organization structured? More and more inside organizations are working independently from their field counterparts. When they align with the field, the ratio can range anywhere from 1:1 to 1:10. That means the ability to partner effectively is still a huge skill that inside teams must consistently master. Here are the most common challenges and solutions for partnering:
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“I have too many field reps I support and never feel like I’m supporting them enough, how can I take better control and feel like I’m making a contribution?”
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It’s essential to establish strong communications with all your field partners and identify key ways to work with each. You must consistently feed the partnership and put effort into making things happen. |
“I created a target list and sent it to my field partner. She sent it back with about 2 potential companies I could call and said the rest were off limits and not to contact any of them. I can’t work this way- help?”
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You probably have a Mistrusting Melinda on board and this personality type is pretty common if you are new to your position and she’s seen a lot of reps come and go. You definitely have to prove yourself in the beginning with someone like this. Remember the value a team selling approach brings to a client is stronger than one person however, you must be very clear about the role each of you will play.
*Ask us to send you a copy of our Field Friends- 10 classic field personalities.
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“Although I support about 4 field partners and they are so different. One field partner believes I bring a lot of value and another doesn’t think I’m doing any work, what am I doing wrong and should I just work with the ones that like me better?”
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Every field rep has completely different personality and selling styles plus the nature of the state of their territory and their customer base is also different. When you take all those elements into consideration, it’s no wonder that every inside and field partnership is completely different. Design a unique strategy that aligns well with the different reps you support, review, discuss and gain agreement on it. |
“So what’s the secret to effective partnering, how can I strengthen mine?”
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A good partnership has many of the same elements of a good marriage. Both parties must work together and bring equal value into the relationship. It cannot be one-sided. Don’t wait – create something good, take control- you are in the driver’s seat. Here are the 3 key ingredients you will need in order to develop a strong Partnership:
- Your reputation and skills- this means you are visible, trust-worthy, you like to create win-win partnerships and committed to success.
- Your communications- you have strong verbal, written, listening, follow-through and questioning skills
- Your initiative- you are flexible, open to new ideas, step up and take on new projects
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If you have diverse and globally disbursed inbound and outbound teams and want to increase their skills with one universal language. Whether you are calling on installed base, enterprise or transactional business, our TeleSmart 10 – sales mastery system applies for all. What is the TeleSmart 10 and how can you check us out, download our PDF on this and listen to a podcast about it.
Contact TeleSmart Communications at 415-759-6537, or
send an email at getsmart@tele-smart.com
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