Tips On Finding And Training The Right Telemarketers

| Posted: 02-02-2008 | Comments: 0 | Views: 6 | Rating: (50)

(?)

Finding and retaining your leading sales staff is an important part of profitable B2B marketing programs. One shouldn't plan on simply throwing people into the call center with expectations of good results. After grasping the primary concepts in a phone marketing campaign, you will have to understand the function of the phone marketer and how they will interface with overall strategy. It's important to know the skills and traits which are needed to fill the position and match overall expectations. To do this, you may want to ask yourself some questions:

* do your candidates possess the right experience?
* is it necessary for them to have previously worked with the CRM program?
* will they need to already be savvy at hire, or will you train?
* are there certain prerequisites which you will require?
* do you need energetic, results-oriented or easygoing phone staff?
* should your marketers have a particular level of professionalism?
* will they be required to think creatively in solving problems?

The top five qualities of great salespeople, according to Workplace Today Magazine:

* empathy
* motivation
* service-oriented
* conscientious
* good self-esteem

Finding The Right People

First, let's begin with the right group of candidates. Well-written and targeted recruitment advertisements like those at monster, careerbuilder, and jobs.com are great. You can also post open jobs at the local college career center and senior center. You can put advertisements on cable television, radio, or even purchase ads which run in advance of the films at your neighborhood movieplex. By being aware of the good service-oriented people working at restaurants, supermarkets, and theaters, you may find folks whose friendly and articule mannerisms could well translate into a good phone marketing repertoire. Why not award a bonus to a staff member who helps locate the next good phone marketer, payable at the completion of a ninety day probation? It's recommended that you don't write "telemarketing" or "telemarketer" in your ad - it's better to opt for something such as "sales support" or "customer service," as these words attract a wider group of potential employees.

Hiring

For most jobs, you'd most likely ask for a resume first. For phone marketers, instead first let prospective marketers call a particular phone number which sends them directly to voice mail. The out-going message should tell them about your company and the job description, then ask that the caller leave their name and number and offer a couple of minutes' time for them to demonstrate why they are the correct person to have in the position. By listening to candidates speaking on the messages, and paying attention to the way they pitch themselves, you should be able to take first impressions of who will make it through to the next stage. Those who leave a positive impact from their message can be next invited to a telephone interview. Those callers who pose a question about the business, product, or what you need from them on the job are most likely thoughtful enough to be the proactive type that you'll need to generate leads on the phone. The very top candidates will attempt to engage you by opening up a conversation. Those potential employees who remain strong should now be requested to send a cover letter and resume. This is the right stage to delve deeper and look more closely at the applicant's history to see if they possess the desired experience. Final in-person interviews can then be scheduled with your best candidates.

Training

Correct training is a top way to avoid disappointment and failure in your telephone marketing campaigns. These sessions will provide new employees with the background and knowledge to reach their goals across a wide range of scenarios. The optimal amount of training is Dependant on the type of work they will do and their past experience. The basics could go over company history and role in the industry, and discuss the field of competition. Next describe your company's offerings, along with an overview of the features which may be important to potential buyers. Of course, phone marketers need to have a good understanding of prices and costs in the sales which they will make. By taking care to demonstrate the preferred methods of using the CRM program, outlining policy, and being up-front about expectations, your new sales staff can set the bar for themselves and measure their own performance day by day and better use their work hours. Successful recruitment and retainment of the right people is the leading way to ensure positive results from your business-to-business marketing efforts.

Rate this Article:

Current: 0 / 5 stars - 0 vote(s).

Article Tags: Telemarketing, Small Business, Sales Team, Telephone Sales, Phone Sales, Training Employees

Article Source: http://www.articlesbase.com/management-articles/tips-on-finding-and-training-the-right-telemarketers-322683.html

Print article

Send to friend

Publish this Article

Author feedback

About the Author:
M. H. "Mac" McIntosh is a leading B2B sales and marketing consultant and an expert on sales lead generation. He is president of Mac McIntosh Inc., a sales and marketing consulting firm that helps companies get more high-quality sales leads and turn them into sales. Get more fresh ideas at http://www.sales-lead-experts.com

Submitting articles has become one of the most popular means of generating quality backlinks and targeted traffic to your website. Join us today - It's Free!

Article Comments

Add new Comment

Enthusiasm
By: Stan (Mr Fantastic) Billue, CSP | 24/03/2008 | Sales

Develop Your Potential
By: Stan (Mr Fantastic) Billue, CSP | 24/03/2008 | Sales

Become a Performer
By: Stan (Mr Fantastic) Billue, CSP | 24/03/2008 | Sales

Using Telemarketing To Increase Revenue
By: Kevin Sinclair | 20/06/2007 | Marketing

Be Jealous of Time
By: Stan (Mr Fantastic) Billue, CSP | 24/03/2008 | Sales

Set Goals and Have a Purpose
By: Stan (Mr Fantastic) Billue, CSP | 24/03/2008 | Sales

Have Fun
By: Stan (Mr Fantastic) Billue, CSP | 24/03/2008 | Sales

Develop a Positive Expectant Attitude
By: Stan (Mr Fantastic) Billue, CSP | 24/03/2008 | Sales

Got a Question? Ask.

Ask the community a question about this article:

Q&A Powered by:

Latest Management Articles

Small Business Incorporation Advantages Explained
By: Richard Taylor | 13/10/2008
Let me set the scenario for you. Your small business is growing and you're wondering whether you should consider incorporation for it, or continue on as a sole trader? Hopefully this article will help you answer that question and take you through all the pros and cons of small business incorporation.

Why DIY Debt Settlement is the Best Option Vs. Hiring a Debt Management Program
By: Stephen Watson | 13/10/2008
Do it yourself debt settlement and eliminations help. Eliminate your credit card debt today. Get your free debt settlement report.

Sales Boosting of Fast Moving Consumer Goods
By: Laurus Nobilis | 13/10/2008
During my career I had the opportunity to work for non-profit as well as for profit-oriented company. I must say that the difference is huge. Non-profit organization does not have to earn the budget. Their goal is to spend it. Of course, there are some rules and guidelines that should...

Joint Venture Needs Experienced Marketers.
By: PARMOD BANSAL1 | 13/10/2008
What can you expect from the Joint Venture Seeker Course? The first thing that strikes me is that this course is put together with the newbie marketer in mind

Helping Customers Helps Your Business
By: Dave Roth | 13/10/2008
If you want to have a successful business, it has to hinge on your customers and the service that you offer to them. You can have the best items in the world for sale at great prices, but if you don't spend any time on customer service or customer relationship...

What Managements Consultants Do
By: Editor-123 | 13/10/2008
UK management consultants play a key role in the growth and development of business in UK. They are normally engaged to provide services to the internal resources of a company. The UK management consultants, with their enormous experience, handle a wide range of business complexities that arise under varying conditions.

Create Dynamic Dialogue, Decrease Conflict in the Workplace
By: Laurie Taylor | 13/10/2008
Conflict. Confrontation. Most of us hate it. We avoid it. We simply hope it goes away. However if you manage people, you will have conflict. At the core of conflict is bad behavior. Learn how to stop the cause of conflict by stopping bad behavior.

Online Home Based Businesses False Beliefs
By: Trisha Rich | 12/10/2008
In home business training activities that I've joined, I have frequently found that people head into the build of their own online home-based businesses on a wildly unrealistic mindset approach.

More from Mac H McIntosh

Trade Shows and Conferences : Improve Marketing ROI
By: Mac H McIntosh | 24/06/2008 | Marketing
Becoming an exhibitor at an industry trade show or conference can be quite expensive. Try these top tips to make the most of your marketing return on investment (ROI): Before the Show: Carefully select the shows you will participate in - Are show attendees really good prospects for your services or products?...

Getting it Approved : Your B2B Marketing Budget
By: Mac H McIntosh | 24/06/2008 | Management
It's time to start planning your business-to-business marketing budget for the next financial year. Here are some tips and helpful ideas for designing your marketing budget and getting it approved. There are three main strategies used for creating B2B marketing budgets. These include: 1* Simply use the previous year's budget, adding...

How Long Should You Keep Marketing Prospects In The Data Base?
By: Mac H McIntosh | 05/06/2008 | Marketing
So, how long should a smart marketer keep their contacts in the data base? Many marketers remove people and records from the data base too soon, especially when considering the overall potential lifetime value of both the prospect and the company they represent. Consider this: even if a single customer only...

How Much To Budget : Marketing Sales Leads Vs. Data Base Campaigns
By: Mac H McIntosh | 14/05/2008 | Marketing
So, what is the correct amount to spend on an image enhancement, awareness campaign, and a sales lead generation program, and what is the correct amount to spend on a data base marketing strategic campaign? This is a good question. Both aspects are important to a successful marketing program, and...

Marketing In Tough Times
By: Mac H McIntosh | 14/05/2008 | Marketing
Undoubtedly, these are tough economic times. As the marketing specialist at your company, you will need to find better ways to locate and influence those remaining active buyers and create more leads and sales, often with a reduced spending budget. Keep programs which have the most affect on lead generation and...

Using Postcards Effectively In Your Direct Marketing Campaigns
By: Mac H McIntosh | 11/02/2008 | Marketing
Postcards are a great tool for attaining maximum results in your direct marketing programs, and an inexpensive way of fulfilling the following business activities. Ask yourself if you are able to conduct the following actions in a way which is affordable and within your marketing budget: * stay in touch with...

Clean Up The Marketing Database To Hone In On Sales
By: Mac H McIntosh | 23/11/2007 | Marketing
Don't squander time and money trying to sell to people who aren't there to get the message! It's high time to clean up that database and make the most of the marketing budget, as sending mail and making calls to those who aren't interested in your goods & services can...

Smart Marketers Include Several Decision-makers At Each Company In The Database
By: Mac H McIntosh | 17/11/2007 | Marketing
It is preferable to send mail to all the people who affect a purchase within the customer company, from the top managers to the clerk who uses the product - try to hit every level of influence. Don't forget the money and techie people who will be impacted by the...

Article Categories

Article Marketing

Article Notepad

Stop Duplicate Content

Term Papers

Need Help?

Sign up for our email newsletter

Receive updates, enter your email below

Use of this web site constitutes acceptance of the Terms Of Use and Privacy Policy | User published content is licensed under a Creative Commons License.
Copyright © 2005-2008 Free Articles by ArticlesBase.com, All rights reserved. (0.19, 17)

Tips On Finding And Training The Right Telemarketers

Article Comments

Related Articles

Got a Question? Ask.

Latest Management Articles

More from Mac H McIntosh

Need Help?

Site Links

Webmasters

Business Info

Sign up for our email newsletter