Managing Sales in Call Centers
2-day seminar, $1495
|
|
Overview
This outbound call center training course presents proven practices in the
areas of hiring, incentives, sales coaching and retention of top performers
and is specifically created for Vice presidents, directors and managers.
This is an application-oriented training which will transform the way you
approach sales in your outbound call center. Educate yourself on 20 proven
sales management strategies practiced by leading call centers. Gain insider
knowledge of their secrets!
Maximizing Sales Results...
There is a system for sustaining peak sales in call centers! In this
seminar, you will learn how to create an environment that is conducive to
selling and is self-sustaining, even with changes in product, clients, campaigns,
and personnel. The training seminar will debunk the myths surrounding selling
in call centers and explore the proven practices of leading centers that
are creating major value for their companies. By the end of this two-day
workshop, you will know the amount of missed revenue in your center and have
a plan to address it.
You will explore your own call center practices in this interactive,
action-focused seminar. You'll also get answers to questions you've always
wondered about, such as:
-
Are great sales reps born or made?
-
How can I motivate my sales reps?
-
What sales metrics are most important?
-
What can I do to increase the sales of all reps?
-
How do I keep my top performers?
-
What closing tools are most effective for my customers?
You will uncover proven practices to:
-
Create incentive systems that ensure a financial payback
-
Use analytic tools to find lost revenue
-
Hire top sales reps
-
Utilize effective sales coaching methods
-
Reinforce why "second close tools" and "memorable sales closes" matter
-
Determine your sales key performance indicators and supporting metrics
Plus, you will learn how to:
-
Identify the reasons for low performing reps and what to do about them
-
Avoid the three most common incentive plan mistakes
-
Decide when and how to use sales contests
-
Boost the effectiveness of your rep and supervisor sales training
-
Demonstrate the value of your products or services to reps in meaningful
ways
-
Sustain peak sales in your center
Who Should Attend?
This training seminar focuses on increasing revenue generated by the contact
center, whether that is in a sales-only or a sales/service center. Vice
presidents, directors and managers responsible for the sales performance
of call centers will find value in this seminar. It covers principles applicable
to both inbound and outbound sales opportunities.
Agenda
Identifying new revenue opportunities
-
Estimate your center's revenue potential
-
Counter the myths of why your reps say they can't sell
-
Determine individual rep's revenue potential
-
Find revenue in service calls, complaint statistics and call typing
The path to peak sales performance
-
Select the right sales KPI and supporting metrics
-
Statistically validate your metrics and scripts
-
Stop saying "no" to customers
-
Use sales analysis tools to identify performance action plans
-
Build a product "value prospectus"
-
Develop strategic and tactical plans to close sales performance gaps
-
Develop your own sales performance database
-
Redefine channel strategies to drive calls to the most profitable channels
Placing your people on the path to peak sales performance
-
Build a peak performance management system
-
Use predictive hiring assessments
-
Design sales training that delivers sustainable results
-
Create an effective sales coaching program
-
Remove organizational and procedural barriers to sales
-
Master the art of managing top sales performers
-
Develop sales closing tools
-
Avoid scripting through the use of sales outlines
-
Establish service orientation as a basis for a sales environment
-
Analyze the need for CRM as a component of your sales strategy
Sustaining peak sales
-
Design incentives that change lifestyles
-
Determine how and when to use contests
-
Discover how to retain your top performers
-
Assess attrition statistics from a sales performance viewpoint
-
Use ongoing landscape assessments
-
Develop your leadership skills for when times get tough
Sales program execution
-
Build the business case to gain and retain additional resources
-
Organize and track sales projects
-
Learn from leading companies who maximize their selling potential
Registration
Fees
The per student registration fee for this seminar is $1495, and includes
the seminar, course materials, and continental breakfast and lunch both days.
Course materials include:
-
A comprehensive course manual
-
Glossary of call center terms
-
Article reprints and studies
-
A certificate of completion
Class begins at 9:00 AM and ends at 5:30 PM. Why not bring your associates?
Register three or more attendees from your company for the same seminar
and receive an additional 10% off!
To register, click on the "Book Now" button or please call (708) 246-0320
Seminar Schedule
Sept 15-16, '09 |
Baltimore, MD |
Location to be Assigned |
|
Click here to learn about
,
dates & locations
Payment is due prior to the seminar, including payment on purchase
orders. If payment is not received, a credit card hold will be required
for participation. This card will only be processed if payment has
not been received within two weeks following the conference.
Cancellation Policy. Registrants may cancel up to ten
business days in advance of the seminar start date for a full refund, less
administrative fees of $400. Or, you may transfer your registration
to another date or member of your company at no additional charge. Please
notify us as soon as possible. Registrants cancelling within fourteen days
of the seminar will receive credit toward any other Resource Center seminar.
In the unlikely event that a seminar must be cancelled, you will be
notified at least one week prior to the seminar date. Seminar provider is
not responsible for losses due to cancellation including losses on advanced
purchase airfares.
Agenda, course dates, and locations are subject to
change. |