How To Recruit Great Telemarketers
How To Recruit Great Telemarketers
The thing people call me about the most these days is "How can you find a good telemarketer?" My response used to be to advertise in your local newspaper and do the first interview over the phone. After all if the applicant couldn't sell themselves on the phone, they would not have much success in a telesales role.
Nowadays, because good telemarketers are in huge demand and supply is short, my response is to find a good recruitment consultant that specialises in telemarketers, telesales and salespeople. Okay, they might charge $10 an hour more than if you recruited someone direct from the newspaper but their fee includes all the superannuation, workers compensation and their time searching for the right person for your job. If they are good, they will also replace the person for free if they do not work out and, if you are not happy with them in the first 4 hours, you pay nothing. What's more, they won't consider sending you inappropriate applicants and they have a good database of people to notify about your job.
I recently helped the owner of Sydney Princess Cruises recruit directly. I had a list of traits in mind that would not be suitable for a telesales role. I think we had applicants who exhibited each one of these anomalies between them.
The candidate who had done more than 3 jobs in the last year.
The candidate who complained about their current employer or job
The candidate who talked constantly so you couldn't interrupt. He had no listening skills.
The candidate who knew everyone of importance and let you know about it.
The candidate who spent all his time telling you what you should be doing to be more successful.
The candidate who was 10 minutes late.
It took many hours to sift through the initial callers and to interview the shortlist. We chose the best one who left after 2 days so we were back to square one. It is that situation occurring yet again that made me realise it was actually false economy trying to employ people directly these days. Leave recruitment to the people who do it all the time.
The Top 10 things to look for when employing a telesales person/telemarketer in order of importance are:-
1. A Positive Attitude/sense of humour
2. Enthusiasm
3. Evidence of having worked hard in the past
4. A self starter/self motivated
5. A clear and professional voice on phone that sounds friendly
6. Eager to have an incentive scheme to be able to earn more money
7. A team player if working with others
8. Confidence
9. Empathy
10. Persistence
Jenny Cartwright –Telemarketing Award Winner and Telesales Trainer/Speaker/Author
Sales and Telesales Solutions
Tel. 612 9427 3479
Fax. 612 9418 9069
E-Book – “How to Make A Fortune Selling on the Phone"- a proven step by step formula to increase sales, appointments and leads by 30% – 100% - guaranteed!
How To Recruit Great Telemarketers - To learn more about this author, visit Jenny Cartwright's Website.
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How To Recruit Great Telemarketers To Promote Your Business
The thing people call me about the most these days is "How can you find a good telemarketer?" My response used to be to advertise in your local newspaper and do the first interview over the phone. After all if the applicant couldn't sell themselves on the phone, they would not have much success in a telesales role.
Nowadays, because good telemarketers are in huge demand and supply is short, my response is to find a good recruitment consultant that specialises in telemarketers, telesales and salespeople. Okay, they might charge $10 an hour more than if you recruited someone direct from the newspaper but their fee includes all the superannuation, workers compensation and their time searching for the right person for your job. If they are good, they will also replace the person for free if they do not work out and, if you are not happy with them in the first 4 hours, you pay nothing. What's more, they won't consider sending you inappropriate applicants and they have a good database of people to notify about your job.
I recently helped the owner of Sydney Princess Cruises recruit directly. I had a list of traits in mind that would not be suitable for a telesales role. I think we had applicants who exhibited each one of these anomalies between them.
The candidate who had done more than 3 jobs in the last year.
The candidate who complained about their current employer or job
The candidate who talked constantly so you couldn't interrupt. He had no listening skills.
The candidate who knew everyone of importance and let you know about it.
The candidate who spent all his time telling you what you should be doing to be more successful.
The candidate who was 10 minutes late.
It took many hours to sift through the initial callers and to interview the shortlist. We chose the best one who left after 2 days so we were back to square one. It is that situation occurring yet again that made me realise it was actually false economy trying to employ people directly these days. Leave recruitment to the people who do it all the time.
The Top 10 things to look for when employing a telesales person/telemarketer in order of importance are:-
1. A Positive Attitude/sense of humour
2. Enthusiasm
3. Evidence of having worked hard in the past
4. A self starter/self motivated
5. A clear and professional voice on phone that sounds friendly
6. Eager to have an incentive scheme to be able to earn more money
7. A team player if working with others
8. Confidence
9. Empathy
10. Persistence
Jenny Cartwright –Telemarketing Award Winner and Telesales Trainer/Speaker/Author
Sales and Telesales Solutions
Tel. 612 9427 3479
Fax. 612 9418 9069
E-Book – “How to Make A Fortune Selling on the Phone"- a proven step by step formula to increase sales, appointments and leads by 30% – 100% - guaranteed!
How To Recruit Great Telemarketers - To learn more about this author, visit Jenny Cartwright's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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