Phone Works Inside Sales Jumpstart Program Delivers Results - Fast

Phone Works Engagement Managers follow a proven methodology that gets your inside sales team producing the results you need, and they can do it quickly. The program typically takes 12 weeks, though every company's requirements differ.

The 2 phases of a Jumpstart engagement are:

1. Planning and Design
2. Program Implementation

The diagram below illustrates the timeline of the 2 phases and is followed by a brief description of each of the phases, highlighting what you can expect with the Phone Works Jumpstart program.

Figure 1.    2 Phases of the Jumpstart Program

Phase 1: Planning and Design, 2 Weeks

Working with your management team and key staff, we quickly identify your critical issues and establish a complete set of specific objectives for the project. At the end of this 2 week phase, you receive a detailed Implementation Plan that will serve as your roadmap for success.

We begin with a Situational Overview. Your company is unique - and requires specialized consideration to ensure a successful outcome. The Situational Overview is prepared through interviews conducted by Phone Works Engagement Managers and covers key topics such as company strategies, positioning, services, markets, sales goals and objectives, including performance to date.

We then prepare and deliver the detailed Implementation Plan to map out the programs required to meet your specific objectives. The Implementation Plan contains the following critical components:

• Inside sales charter and objectives
• Lead strategy, qualification criteria and rating model
• Lead generation processes
• Suggested sources of targeted prospects
• Call process definition
• Contact model and key performance metrics
• Job descriptions, candidate profiles
• Compensation to motivate top achievement
• Recommended sales tools and systems
• Report specification to monitor performance
• Implementation Schedule

Phase 2: Program Implementation, 10 Weeks

Once the Implementation Plan is completed and approved, Phone Works immediately gets to work on tactical implementation of the plan over the course of a ten week period (or more depending upon the size of your group and staffing needs.) The Phone Works Engagement Manager works at your site approximately two days a week and implements the following, according to the project plan:

• Staffing
• Operations
• Systems
• Training and Launch
• Testing and Fine-Tuning
• Transition and Hand-Off

Staffing

Phone Works provides assistance recruiting qualified candidates, delivering:

• Job descriptions, candidate profiles, compensation plans and advertisement copy
• Interface with recruiters, recruiting of personal contacts, job board searches
• Initial resumé screening
• Phone and face-to-face interviews

Operations

We implement the processes, policies, procedures, and other operational requirements to manage the inside sales department. We specify:

• Productivity metrics and activity levels required to achieve targets
• Lead qualification and rating model
• Available lists and names to call
• Lead and product fulfillment
• Call, voicemail, and email script templates and other sales tools
• Proper system usage
• Tracking and reporting systems design
• Work environment and equipment requirements

Systems

Phone Works identifies and documents requirements for upgrades or enhancements needed to your existing systems supporting and measuring your inside sales team for:

• Sales Force Automation or CRM Software
• Call Reporting
• Internet communications (electronic mail, website and tools)

Training and Launch

We design and execute customized training for your inside sales representatives and deliver:

• Inside sales job requirements and expectations, according to our productivity model and metrics
• Skills practice, exercises, and coaching of live calls
• Launch of the department and communication of the program to your organization
• Reporting of lead or sale results

Testing and Fine-Tuning

After delivery of the training, Phone Works observes and coaches the representatives and completes:

• Testing and refinement of call productivity and quality standards
• Evaluation of product, sales, and system skills
• Identification of skills training needs, if any
• Editing of call, voicemail, and email script templates and other sales tools

Transition and Hand-Off

When the 2-phase Jumpstart program is completed at your company, Phone Works transitions the management of the inside sales department to your internal manager (whom we can help recruit or screen.) At that time, all the pieces for success will be firmly in place and you will have a repeatable, scalable model for your Inside sales operation on which your manager can build.

You can count on Phone Works to help you ensure inside sales success in the fastest, most efficient manner possible.

To contact Phone Works, call 510.749.9073.

www.phoneworks.com