Managing the Inbound/Outbound Telephone Salesperson
Managing the Inbound/Outbound Telephone Salesperson is designed to support managers and directors in coaching their salespeople in the practice of Situational Selling Inbound and/or Outbound applications and learning outcomes. The workshop takes a “hands-on” approach, with practical examples and discussions about the challenges faced in helping people to become effective telesales professionals in a competitive selling environment.
Topics Covered
Challenges currently faced by both sales professionals and sales managers
How, as managers, we can increase our telephone salespeople’s belief-in-self, i.e., call conversion goal setting, self-esteem, confronting performance issues
Ways in which the coaching skills of directing and supporting can be used to reinforce and develop key attitudes and Situational Selling skills required to be successful today;
The three important coaching and evaluation activities: performance plan and review, call observation, and call assessments.
What You Will Gain
A greater understanding of the key concepts of Situational Selling
Coaching tools that will help you support your telephone salespeople in the practice of Situational Selling over the long term
Enhanced self-awareness and understanding of personal growth and change
The opportunity to share and exchange ideas with other managers and directors
