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Is there any benefit to hiring less skilled sales people to prospect for my skilled sales people?

Guest post by: Wayne Berry

Article Overview: Telephone sales people must understand the sales process used by your team, and understand your products and services. However they must know not to talk about these on the telephone. If they do, then no appointment is needed is it? Instead they must talk only about the benefits of a face to face meeting with someone who can provide more details.

Is there any benefit to hiring less skilled sales people to prospect for my skilled sales people?

Yes this can be a very good idea but I don’t believe these sales people should be “less skilled” sales people, but rather, they should be specialists, and very skilled in prospecting.

They should be a part of your sales team, not separate to it. This means they work closely with your other sales people, gain appointments for them, brief them on what was discussed, and together they make the sale. It’s a team effort.

They must also understand the sales process used by your team, and understand your products and services. However they must know not to talk about these on the telephone. If they do, then no appointment is needed is it? Instead they must talk only about the benefits of a face to face meeting with someone who can provide more details.

By the way, most sales people don’t like prospecting, so finding good telephone prospectors can be a challenge. So look for people who like to sell on the telephone and know how to make appointments. Then train them to be the best they can be.

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