Be Specific About the Contribution Telesales Can Make in Your Sales Plan

Doing business by phone requires thought and planning. Begin by developing a separate and specific Telesales Plan.

Too often companies develop their Field Sales plan then add the Telesales component at the end or as a supplement. To create a successful Telesales function, the first step is to develop a specific plan, independent of Field and Partner/Affiliate Sales. What contribution do you want the Telephone Sales team to make? Lead Generation? Direct Selling? Database Management?  Account Management/Support? Examine your markets, your products, your prospects, your customers, and your partners & affiliates.

Telesales can play a variety of roles, large to small, in the successful execution of a sales plan. Begin by developing a plan that specifically identifies how your company will leverage teleselling. Once the plan is developed, merge it into your company’s sales plan in order to develop a strategy that matches the right resources to the sales objective.