Bus Hire Guy From Sydney Talks About Telemarketing Sales Rooms
Bus Hire Guy From Sydney Talks About Telemarketing Sales Rooms
Before I was involved inminibus hireI was in the telemarketing industry. One of the hot topics in the industry is sales room consolidation.
Senior Managers have all at some time or another considered the possibility of consolidating sales rooms. “The big companies have massive call centres and that’s the way to go” is often the cry. We spend so much money on sales rooms and on management. It makes sense.
Unfortunately every time it’s been tried it’s failed. The reasons for this are probably:
1. sales rooms have a special dynamic and atmosphere. It is somewhat like a party. Ever been to a party in a giant hall? they’re awful there’s just no atmosphere. Compare that to a party in a small house lots of atmosphere with eveyone crowded in.
2. managers can generally handle no more than 1820 individuals. Less than that number and you lose the atmosphere. More than that number and you lose the control and individual attention that telemarketers require.
3. the big companies using massive call centres are often inbound OR if they are outbound they are just “soft selling” like upgrading phone accounts and they can use predictive dialling systems that churn through numbers.*
Interestingly the 80/20 rule applies in sales rooms. In “new” sales rooms as opposed to renewal rooms there will always be 20 of the staff making 80 of the sales. If you try to take our the 80 and leave the 20 performers it doesn’t work. You lose the dynamic and you lose the training ground for the next top performers.
Ok so you can’t consolidate the operation into one big room can you consolidate into one building? The jury is out on this issue but it seems like you can.
So sales room consolidation in its simplest sense is an absolute disaster. Bring two sales rooms together that were making 80 sales each and in about 12 weeks you’ll have one big sales room making 80 sales or less!.
Before I go here’s a note on dialling systems selling in our industry is one of the hardest types. Sales consultants make sales by weaving through communities and using personal referrals. Simple ripping through large volumes of numbers doesn’t achieve much in this industry. That sort of system suits soft selling or surveying.
About the writer: Rob Gower is a parttime travel writer and marketing manager. When in Sydney Rob works for bus hire company Sydney Minibus Hire.
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