Telesales companies must organize regular training sessions where the top performers can share their traits and secrets with their low performing colleagues.
It’s a bitter fact of the business world that majority of the business of most telesales companies is brought by just a handful of their high performing employees, while rest of their colleagues only make up the numbers. Top telesales companies like The Global Associates strive hard to improve the performance of their low performing sales representatives using different strategies.
These have certain traits that should be looked into in order to encourage them to learn from their top performing colleagues.
Let us take a look at some of these traits of the low performers. Identifying these weaknesses could be the first step towards improving their performance and being able to contribute towards their organization’s growth.
· Not able to cross the first stage itself
A low performing sales rep would usually fail to take the sales process beyond even the first call. They fail to impress the prospect, and naturally cannot develop any rapport with them. The absence of a meaningful conversation means they fail to identify their problems or needs.
· Lack of empathy
These reps typically fail to empathize well with the customer. They are too reluctant to ask open-ended question in order to elicit information about prospect’s issues and requirements. A promising lead is, as a result, nipped in the bud and telesales companies lose a golden opportunity.
· Failure to build relationships
It’s the constant endeavor of any sales organization to build sustainable business relationships with the customers. Low performers typically lack this trait. They fail to take into account the prospect’s needs and requirements and just go on bragging about their company and their own achievements. They don’t realize the importance of listening to what the customer has to say. As a result, they cannot make the customer listen to them to the end.
· Lack of farsightedness
The low performing reps lack a farsightedness to pursue a customer who is not interested in an immediate deal. They fail to make short and long term goals for themselves or the company.
· Inability to think spontaneously
Going with the flow of the conversation or thinking on their feet is never the forte of the low performing employees. They try to stick blindly to the script and if the customer raises certain queries, they are at a loss to advance the conversation.
These sessions have the potential of improving the overall performance and success rates of the sales team and take the organization to greater heights.