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A Phone Works acceleration project is thorough and quick.

Our experienced Engagement Managers uncover strengths, weaknesses, and areas for improvement typically in two to four weeks, and can have your team humming at peak performance in as little as three to four months, depending on your company size, need, and the complexity of your inside sales organization.  It breaks down like this…

• Situational Overview & Assessment: 2 - 4 weeks
• Development and Delivery of Findings, Recommendations & Implementation Plan: 2 - 4 weeks
• Implementation of Recommendations: Determined by client timeframe & requirements

Phase 1: Situational Overview & Assessment

Your Situational Overview is developed from observations and interviews with your management team, key staff, and inside sales reps and managers.  It includes a snapshot of your current situation – company strategies, positioning, services, markets, sales goals and objectives, performance to date and perceived problems or areas for improvement – and compares your inside sales team to top-performing organizations' practices.

Phase 2: Development and Delivery of Findings, Recommendations & Implementation Plan

Your Findings, Recommendations & Implementation Plan will cover three key areas, detailing what is working and what needs improvement.  It will include Sales Playbooks, along with critical success factors and additional resources required to meet your specific objectives.

Inside Sales Program & Strategy

Your report will cover your inside sales program and strategy issues, as well as company strategies, positioning, products and markets, which are critical to the success of your group, including…

• Current situation
• Sales strategy
• Sales objectives and goals
• Target markets and audiences
• Revenue and results compared to goal
• Alignment with other sales channels and Marketing
• Inside sales charter and objectives
• Organizational structure and headcount
• Job functions and descriptions
• Sales Playbooks
• Contact model and key performance indicators
• Sales productivity tools, materials and campaigns
• Compensation strategy
• Staffing profile and recruiting process
• Management profile and skills required

Staff Review – Productivity & Effectiveness

We identify group strengths and areas for improvement in the inside sales organization, focusing on…

• Consistency and effectiveness of your sales message
• Sales tools, Playbooks and reference materials
• Call productivity and quality
• Selling or qualifying time versus administrative time
• Product, sales, and systems skills evaluation
• Onboarding programs, group and individual training
• Resource requirements from technical support and administration
• Communication process with other departments and channels
• Work environment and equipment

Systems Review – Automated Tools, Measurement & Reporting

We evaluate your existing processes and make recommendations on the following…

• Tracking and reporting activity and results
• Performance standards required to achieve targets
• Lead quantities required to achieve quotas
• Lead and pipeline management
• Marketing sources to forecast to closure
• Lead to sales ratios, average order amount, average monthly sales
• Evaluation of current systems – software, telecommunications, FAX and the Internet

Phase 3 – Implementation of Recommendations

With your Implementation Plan in hand, we deliver a proposal to implement the recommendations and get to work immediately on all approved projects. The timeframe, while typically 4 – 16 weeks, varies for each situation.