In the last century, Henry Ford streamlined manufacturing with the invention of the moving assembly line. The radical idea behind it? Division of labor.
Today, the concept of division of labor has been applied to virtually every part of every business model and the result is an increase in productivity that has fueled the remarkable growth of the American economy.
Only in one area does business steadfastly ignore this concept – sales. Every day in organizations across the country, sales people are expected to prospect, qualify, make presentations, overcome objections, negotiate, close and finally, offer follow-up service.
The result? According to Advertising Age's Business Marketing,up to 90% of all sales leads are never followed up. Furthermore, 80% of company sales teams never follow-up on hot trade show leads.
With statistics like these, it's not surprising to learn that a mere 20% of sales people account for 80% of all sales. In fact, making our sales people responsible for every aspect of selling is the prime reason why productivity is so low.
Your sales people are experts at establishing rapport, making presentations and closing deals. Let them concentrate on their strengths and increase sales productivity by turning the job of prospecting, intelligence gathering and lead nurturing over to a specialized data and telemarketing firm.
Once your sales team realizes that they are delegating tasks – but not relinquishing control of the sales process – they'll be "sold." Here's how to get them motivated:
- Let your sales team approve the prospect target list, call approach, priority rating system and call detail report form.
- Team sales people with their own teleprospector so they have confidence in their information.
- Let the teleprospector present the lead results.
- Demonstrate
to the sales team how much the company saves in turnover and training
time.
Divide your
sales process into discreet tasks and turn each task over to an expert.
Using this streamlined sales and prospecting model, you'll quickly see
that sales and marketing costs can be cut dramatically, and your return
on investment will increase exponentially. What could be better than that?
Contact us >>
P. 1-877-567-8990 | 610-254-8924 | F. 610-254-9190
687 W. Lancaster Ave. Wayne, PA 19087
rlail@marketmakers.com