- Reward Success.
Telesales is a challenging industry. Naturally, some people are sharper at hitting targets than others. Reward that, but don’t forget that everyone has to win together.
Always design the team KPIs with reward in mind, so that not only are the best sales people focused on themselves, but the team performance. Doing so can also enable the team leaders to focus on their strengths, as well.
- Training is a continuum.
It might be tempting to have a team merely hit targets, but do more: Incentivise top performers while creating a great team environment. Sales skills are developed through time and effort, and your team leaders are often the best teachers.
The key is always to keep your team motivated and to give them the drive to succeed. Talk to your sales people and listen closely. It’s the only way to get effective feedback and have a world-class working environment.
- Ensure everyone is part of the team.
There may sometimes be a focus on creating sales leaders while leaving out the members of an effective sales team. Be aware that real competition comes from outside. Agents have to constantly keep up with changing products, markets and customer demands.
A knowledge of what sets the company apart from their competitors and a respect for individual team members does more than just boost morale. It’s the foundation for a sales team’s ability to drive profits, meet targets and have achievable growth.
- Empower your sales team.
If you want an effective and happy sales team who will reap the benefits of a successful career in sales – they will need to both understand the intrinsic needs of the customer, and be able to make decisions with confidence.
Give your team the go-ahead to make bold decisions and encourage them throughout the process. The pay-off will be huge. This may be difficult at first, but agents will learn from their wins as well are their losses and become experts if you give them time. The main lesson is that empowerment comes from involvement. Learning from mistakes, through self-learning plus one-on-one coaching, will help the telesales team to find better solutions and in time boost productivity.
About The Author:
Niall O'Sullivan is a Journalist and Contributing Content Writer for Zevas Communications. Connect with Niall on LinkedIn.