Objectives

In an effort to boost revenues within accounts too small to be supported by the field organization and the distribution channel, the manufacturer decided to create a telesales team to sell their products direct.

Deliverables

• Aslan recruited and hired the entire telesales team - both the manager and inside sales reps - and designed the compensation packages.
• To ensure the company's resources were concentrated on prospects with the highest potential returns, Aslan analyzed the existing customer base and then designed a demographic profile for four categories of prospects. Once the target audience was defined, Aslan created and implemented a telesales strategy for each qualified segment.
• Aslan designed the contact management system to manage the call process and house the key customer data.
• Team leaders attended an accelerated program for managing, coaching, motivating, and retaining employees.
• Telesales reps participated in Aslan's inside selling skills program (iS180), reinforced with monthly one-on-one coaching from a certified Aslan trainer.
• To ensure the highest level of productivity, Aslan designed systems to help manage the sales department - including establishing productivity levels, performance measurements, and designing management reports.

Results

Within in the first six-months of implementation, the telesales team grew revenues by 76.9% , produced annualized net profits of $76,666/rep , and generated a ROI of 114% .