Training Your Team: Getting the Best From New Faces

Getting into a new line of work is never easy. There are numerous obstacles to overcome all while trying to dazzle and impress everyone who might notice. Companies tend to have a standard training manual that they give out to new hires on day one. This overview of the position will wade into all the familiar territory like dress codes and professionalism while also making it clear as to what is expected of new team members. Having a written account of a new position is an excellent way to start training, but it should not stop there. B2B telemarketing services is a complex field to get started with. There are details and nuances involved with lead qualification and lead nurturing that it takes time to perfect. When you are training a new team to sell for your company, make sure you tell them everything they need to know, not just the basics. The more they know going in, the faster they will be able to get a handle on the job. Here are a few examples of training techniques that you can you to get the most out of your new hires.

The Sales Process

One may expect to begin by picking up a phone and making a phone call. Stock photos of telemarketing does usually include a person with a headset sitting in front of a computer so it’s not a strange assumption to have. When you start training, go over everything that is involved in a sale whether it is their responsibility or not. Knowing where leads come from and how difficult it can be to get them will make the calls seem much more important. From the very first web search for other industry professions to the follow up calls after a deal is struck, every aspect of the process should be explained in detail. Your company might have different groups of people taking care of different tasks, or a specific group of individuals that tackle all things sales. No matter what the position, it is important to know how everything works so they can use it to help themselves, or to become a better team player.

Subtleties of the Job

Your company might be one that likes to stick to a script. You took the time to put one together and you are proud to have your sales team read it. On the other hand, you might like your salespeople to be more independent and take different conversations in different directions. Either way, you need to explain to your team how they should proceed when they are on the phone with a customer. Let them know if they should use small talk, if and when they should go off book, and how to proceed with customer objections. Every phone call they make will be different. Some people like to talk about the weather before getting down to business while others will not have time for anything more than a simple hello. Learning how to read each situation is imperative to a successful sale. Let your team know what to look for and how to proceed with different types of questions and comments. It takes time to get a handle on how to make a good cold call but starting with more information rather than less will set anyone on the right path.

How to Handle Rejection

It is no secret that telemarketing comes with a fair amount of rejection. There are many salespeople who get discouraged and some who even quit because of it. If a person was to go into sales thinking they should be striking a deal with every person they speak with, and in reality it takes days to find someone who is somewhat interested, they could be discouraged to the point of no return. Explain up front that B2B telemarketing is like playing a long game. Your first calls are to make connections and search for those who have a genuine interest in your services. There will be those who are too busy to speak with them, and then there will be those who hang up right away. They should not take this type of dismissal personally, it is just part of the job. Having realistic expectations will help anyone adjust to their new position. After all, expecting sales and getting rejected will always sting, but expecting to be rejected and getting a sale is going to feel great.

A good training process is essential to a good sales team. The more they know about your business, the more they will be able to relay to customers. Outlines and overviews are great for getting started, but you should always try and do more. Explaining how the process works in your company will give a clear picture of each job, including theirs. Adjusting speeches and scripts to fit the needs of a customer is something it could take a while to get used to. By giving examples up front, you will prepare even the newest of team members for what is to come. B2B telemarketing services have many different components, all designed to bring in new customers and keep returning ones interested. It is an exciting field to be in, but it is not without its difficulties. Make sure your new team is aware of how often they will be rejected. Prior knowledge of the low points will make a tough pill easier to swallow. The more work you put in during the training process, the less you will have to worry about later on. You chose your sales team well, make sure you give them all the tools they need to help your company thrive.