Take the Lead Programme
Contact Centre Edition
How to identify and satisfy your customer needs
This programme is all about leads and sales generation specifically for contact centres.
It involves spending two days immersed in your buisness where we carryout observations, one to one interviews with all levels of staff and we facilitate discussions around what's working well and what needs to be developed.
We then design your Take the Lead Programme to fit your business objectives.
There are lots of new cutting edge tools and techniques which we will be happy to share with you and all you have to do is contact us to find out more.
The Cost of Prospecting
the
Same Old Way
- Companies fail to generate enough revenue from new prospects, which means they depend too much on the existing base for revenues. This inhibits growth, and increases the exposure to revenue shortfalls, especially in times of severe economic conditions.
- Sales professionals waste time working futilely on deals that will never close because they would rather struggle with any existing customer rather than go through the perceived pain of trying to find new prospects.
- When there are too few quality prospects in the pipeline, sales teams push to close business ‘at any cost’. This results in lower margins, both on the original sales and those that follow.
- Turnover of sales professionals becomes higher than it need be. Otherwise effective sales people fail to meet their targets because they can’t get enough prospects into the pipeline.
- People leave because they are frustrated, can’t make enough money, or they’re perceived to just not be up to the task.
- Recruitment of replacements diverts management effort, and new team members take time to become truly effective.
- Some sales teams can become really discouraged – simply because of the prospecting issue. Signs of frustration and negativity become apparent: ”We need more activity” and “We can’t afford to lose this deal”
Imagine how the motivation of your sales team would change if you dramatically improved your success in the key area of driving new prospects into the pipeline, and if you did it all with reductions in effort, heartache and frustration. The discussion would immediately change focus to the work in the pipeline itself. “WOW, more prospects – let’s get better at prioritising.” … “WOW the Pipeline’s looking, great – let’s concentrate on creating some solid proposals and close some deals!”
A totally different atmosphere from the, “We need more activity, get out there and pound the phones” most of us experience today. It can be done!
As sales managers, we have historically struggled to gain the substantial leverage to the top line revenue stream that is possible when our sales teams are able to consistently set more Initial selling conversations. Sales teams have been failing at that critical first step in the selling process because we have never had a comprehensive solution that addresses all of prospecting’s moving parts, including how to effectively change the behaviour of our sales teams.
Now Positive Qualities WOW Programme has successfully addressed this challenge. We now know that when addressed in the right way, prospecting provides the most return for the effort in the business process of finding new customers. We encourage you to contact us and let us show you what the return on your effort could be for your sales team.