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Phone Works Engagement Managers follow a proven methodology that will have your sales team producing results…fast.

The typical build takes just 13 – 16 weeks, depending on complexity and the size of your business.  It breaks down as follows…

• Planning & Design:  3 – 4 weeks

  • Analyze the situation
  • Develop implementation plan

• Program Implementation:  10 – 12 weeks

  • Staffing
  • Operations
  • Systems
  • Training & launch
  • Testing & fine-tuning
  • Transition & handoff

Phase 1: Planning & Design

Working with your management team and key staff, we evaluate and identify critical issues and set specific objectives for your project. At the end of this phase, you receive a detailed and customized Implementation Plan or Roadmap.

Your customized Roadmap starts with a baseline situational overview, covering company strategies, positioning, services, markets, sales goals and objectives, as well as performance to date.  Applying our Sales 2.0 Scorecard, we compare current performance to that of top performing sales organizations to highlight gaps and establish areas for initial focus.  Later these measurements are used to compare with post-implementation results.

The Plan maps out programs needed to meet your specific objectives, including...

• Inside sales charter and objectives
• Team alignment
• Lead generation processes
• Suggested sources for targeted prospects
• Lead management strategy, nurturing and scoring procedures
• Contact model – call, email, social media
• Playbooks
• Key performance indicators (KPIs) and activity levels needed to achieve results
• Job descriptions and candidate profiles
• Compensation to motivate top achievement
• Recommended sales enablement tools and systems
• Report specifications to monitor performance
• Implementation schedule

Phase 2: Program Implementation

Once the Plan is approved, we begin implementation immediately.  Your Phone Works Engagement Manager works at your site approximately two days a week, either side-by-side with your project manager, or acting as the project manager, depending on your needs. 

Staffing

We help recruit qualified candidates, by…

• Providing job descriptions, candidate profiles, compensation plans and advertising copy
• Interfacing with outside recruiters
• Recruiting our personal contacts and searching job boards
• Screening résumés
• Conducting phone and face-to-face interviews

Operations

We create and implement your sales Playbooks, outlining the processes, policies, procedures, and other operational requirements that drive the results you need.  They include …

• Key performance indicators (KPIs) and activity levels required to achieve targets
• Lead scoring, management, and nurturing processes
• Available lists and names to call
• Follow up procedures –  for example,  pass opportunity to marketing or another sales organization, enter tickler in system, etc.
• Call, voicemail, email and social media plays
• Sales enablement tools, materials and campaigns
• Proper system usage
• Work environment and equipment requirements

Systems

Phone Works identifies and documents requirements for upgrades or enhancements to your existing systems that support and measure your inside sales team, including…

• Sales Force Automation or CRM software
• Call reporting
• Internet communications (email, 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 KPIs
• Skills practice, exercises, and live call coaching
• Department launch and communication to the rest of your organization
• Lead and sales results reports

Testing and Fine-Tuning

Following training, Phone Works observes and coaches your representatives…

• Testing and refining call productivity and quality standards
• Evaluating product, sales, and system skills
• Identifying skills training needs, if any
• Editing call, voicemail, and email plays and other sales tools

Transition and Hand-Off

When the two-phase Jumpstart is complete, Phone Works transitions management of the inside sales department to your internal manager, who we can help recruit or screen. All the pieces for success will be firmly in place and your new manager will have a repeatable, scalable model on which to build.