Case Studies: Telesales Start-Up
It is obvious that the way I need to go to market is via the phone. Can you work with me to create a Telesales plan, source and hire the right people, and get them up and running by the end of the year?
Problem/Situation
A Software start-up company identified that its first product was targeted at the small to mid sized marketplace. With its price points and size of market, it was obvious and necessary to create and establish a Telesales team which would target the small to mid size marketplace.
Solution
Working with management, Teledirect Partners created a Telesales Strategy tailored to the needs of the business. Teledirect Partners created and executed an Inside Sales Recruitment Plan that included sourcing, interviewing, and recommending for hire a team of Telesales Representatives. Teledirect Partners made compensation plan and bonus strategy recommendations and provided feedback to Marketing concerning lead generation campaigns.
As part of the hiring process, Teledirect Partners created a Training Blueprint, a document which identified the topics and competencies the Telesales Representatives were required to know in order to be productive in their jobs.
Teledirect Partners created an outsourced telemarketing program which provided a feed of warm leads to the Telesales Representatives. Teledirect Partners worked with Marketing to identify prospect lists.
Results
As a result of the hiring and implementation of a Telesales team, the Software start-up company has been able to create a pipeline of sales opportunities. It is obvious Telesales is the right method to reach this customer base. The team is 45 days into the job and, already, it appears that the pipeline will result in the desired revenue stream.
