Tap Outside Sales Experts to Grow Your Call Center
March 16, 2017
Although many factors can spur growth in outsource call centers and telephone answering services, the key growth driver remains sales and marketing. While reputation, quality service, and referral programs all help produce sales, the most results come from strategic marketing and professional sales initiatives.
Yet many outsource call centers and answering services struggle when it comes to self-promotion and generating sustainable growth. To address this, some operations continue to throw more money and staff at the problem but still fail to achieve the desired results. Others resort to growth through acquisition, buying accounts instead of earning them.
A third option, however, recently emerged. Hire a proven sales and marketing firm to handle this challenging task. Here are three common solutions third party sales and marketing support organizations can offer:
Assist Existing Sales Staff: If your existing sales team just needs a bit more direction to achieve success, an outside sales and marketing provider can come alongside your employees to provide management, encouragement, and support. They’ll also insist on accountability. The expected results are a sales staff that produces more and does so consistently.
This approach is ideal for an otherwise capable sales team that simply needs a nudge of professional sales expertise to move them from floundering to proficient.
Supplement Existing Sales Staff: An outside sales and marketing provider can also work in tandem with your existing sales staff. As your current sales team continues to follow up on internally generated leads and prospects, your outsource sales team pursues a different, non-competitive path.
As a result sales flow in from two sources, building on what you already have. This approach is ideal for sales teams that are producing at a cost-effective level, but aren’t able to bring in the desired number of sales each month. The outside sales and marketing team can fill the gap.
Replace Existing Sales Staff: Some sales teams struggle so much that assistance won’t help and supplementing their efforts makes no sense. In this case, the best solution is to simply outsource all of your sales and marketing efforts.
In this scenario, the benevolent manager has concern for the displaced sales staff. In most cases, these employees can easily move to other areas of the company. Customer service is one likely consideration.
These three levels of support from outside sales and marketing companies can help outsource call centers and telephone answering services turn sales and marketing from a weakness into a strength.
Janet Livingston is the president of Call Center Sales Pro, a premier contact center consultancy that offers IT and programing services for telephone answering services to better handle technology concerns. Contact Janet at email@example.com or 800-901-7706 to learn more.
Peter Lyle DeHaan is a freelance writer from Southwest Michigan.
Use an Answering Service to Cover Sick Days
Unlike a vacation, which employees schedule in advance, no one plans a sick day—or at least most people don’t. In most cases a sick day is not a p...
What Is a Call Center?
If your business operates outside the call center industry, you may have trouble answering this question of “What is a call center?” But it’s an...
Implement an Agent Development Program
Call center agents, your public-facing staff, are key to your call center’s effectiveness and fuel the success of the overall organization. Successf...
Agent Success Starts With Great Training
In the call center arena, your frontline people are key to success. This starts on day one of their employment in their initial training. Here are som...
How Not to Sell Your Telephone Answering Service
There are some commonsense steps to take when selling your telephone answering service, just as there are when selling anything. Common key elements i...
Why You Should Consolidate Siloed Call Centers
It’s likely your hospital system has at least one call center, a centralized place that handles calls. This may be for a department, a building, the...
Use an Answering Service to Schedule Appointments
Some businesses and professionals live or die by the number of appointments they have each day. For them, an appointment is a billable moment. A full ...
Use an Answering Service to Cover Staff Meetings
It’s a dilemma. You want all of your staff to attend your staff meetings, but that leaves no one left to answer the phone when it rings. After all, ...