Should I stop wasting my salespeople on prospecting?
Yes, many companies have realized the cost effectiveness of outsourcing their appointment setting and lead generation needs. By implementing “The Modern Sales Management Model”, which has been employed by many national sales organizations, many companies have doubled or tripled their revenue.
The key to this model is the separation of cold calling, lead generation and appointment setting from the actual face-to-face selling performed by an outside sales force. Many benefits are realized from using this model. First, the laser beam focus of each function allows both teams of professionals to specialize. The top salespeople are left to do what they do best – use their knowledge capital, top-notch communication, presentation, negotiating and closing skills to close deals. Since 93% of all outside salespeople hate or dislike cold calling with the telephone, they perform poorly. By outsourcing the cold calling, the outside sales team is using their time and skills more effectively. They spend more time in front of qualified prospects selling and less time pursing marginal leads. As a result, the top salespeople close more sales, while the company experiences an increase in revenue.
Secondly, the qualified professional appointment setter is doing what they do best – cold calling to set qualified appointments. The separation of appointment setting and outside selling creates specialization and an increase in revenue. In addition this approach furnishes the outside sales force with a consistent pipeline of qualified leads and appointments furnished by the professional appointment setters. To further investigate this model; please feel free to investigate the fastest growing companies in the Fortune 500, Global 3,000 companies and Inc.’s 500 fastest growing companies. You will discover the implementation of “The Modern Sales Management Model” is common to most successful organizations. Think about it. It does make sense. Why not take action today and gain market share?
ABOUT THE AUTHOR
Mark is CEO of Blue Zebra Appointment Setting, www.bluezebraappointmentsetting.com. He has trained thousands of salespeople over the past 25 years. He also wrote “The Sales Managers Interviewing Questions & Hiring Guide”, and is a motivational speaker for national, regional and annual sales meetings.
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