Last month, I was working on a consulting assignment for a Fortune 500 company. My job was to help this company’s telephone sales representatives improve their overall efficiency and their sales totals.
Here are the facts I uncovered after a day or so of interviewing salespeople and managers. Put yourself in my shoes. Take a look at the situation I was called in to assess, and ask yourself whether a recommendation leaps out at you. (It should!)
• Managers felt that the phone sales representatives weren’t performing up to capacity; quotas were being missed.
• Managers felt that the quotas that had been set were realistic and attainable. (I agreed with them on this point.)
• Representatives were calling contacts repeatedly, ...