All Things Telesales · 2021-10-12 · 43 min
Jason Cutter is the Author of Selling With Authentic Persuasion and a Sales Success Architect & Keynote Speaker. From Jason “Your mandate is to ensure that if I want to double the number of sales, I don’t have to double the number of employees.” That was the conversation with my boss, many years ago, as I was brought in to help create scalable systems. To me, it was simple but wouldn’t be easy. They were a B2C enrollment company helping consumers mitigate their debt. When I began, we had 2 sales offices with 40 reps total. Each office had a trainer that taught what they thought was best. One even made up his own script. For every 10 people hired, maybe 2 were still there after 60 days. Inbound leads went to whoever was available, independent of performance. Only one metric was discussed: total sales for the day (# of leads, closing % wasn’t important to the sales managers - want more deals? Buy more leads) Reps were promoted to Team Leads (assuming they knew how to help their team win) No performance improvement process, structured coaching, support, documented accountability or consequences were in place.
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