Telemarketing Software Featured Article

For Telemarketing Success, Think Like an Athlete

February 11, 2016
By Michelle Amodio - Telemarketing Software Contributor

There is plenty of good advice out there that can help your telemarketing team boost up their sales. Before striking out, it’s always good to have a game plan for your teammates; make sure all hands are on deck, and remember, it’s a marathon, not a sprint. Want to help your sales team hit a home run?  Maybe it’s time to level the playing field by focusing less on the game (and the puns) and more on the mindset of the athlete.  

Sure, a good sports analogy should never go to waste, but the game is nothing without its athletes. According to Entrepreneur, the winning habits of athletes work well for the budding business owner, but when you really dig deep into it, the same tactics can easily apply to sales and telemarketing teams.

What habits are we talking about, exactly? A star athlete is nothing without ritual, meaning a daily routine, and neither is the seller. Think about it this way: if you’re just coasting through your workday and improvising your sales on the fly, you’ll probably not make a lot of progress. Just as an athlete is nothing without a workout regimen and practice time, a sales pro isn’t much without flexing some sales muscle. Aside from waking up and showing up, schedule out your time and adhere to a schedule. Find the best hours that yield a prospect and stick to them daily. Start early. Stay on course.  

Much like an athlete, repetition means success. To meet physical goals, the athlete must repeat a series of workouts and processes that will yield better results on the field. Want to make better calls? Have a daily, weekly and monthly call schedule and follow it with discipline every day. The basic metric of effective telemarketing is knowing how many calls lead to how many opportunities that will then lead to how many sales.

Be persistent. The athlete who doesn’t persist will never win the game. We all know that it takes more than one call, one letter, or one email to connect with decision makers. In fact, it’s been reported that it now takes up to 14 touch points to connect with senior level executives. Successful sales people know that it takes persistence and diligence to make contact and they use a variety of strategies to achieve this goal.

If you want to make it into the big leagues, keep rowing in the same direction; have a ritual, be repetitive, and of course, be determined. To achieve long-term success in sales means that you need develop good habits that make you more productive.