Myth: Cold callers are a dime a dozen. If I let go of one I can always get two more to replace them.
Fact: This was probably true a few years ago but cold calling is a dying art and there are not a lot of good cold callers out there anymore. Remember that a good caller is someone who can communicate without a script and can generate a qualified and quality appointment on a regular basis. If you happen to hire someone who fits the bill do everything you can to keep them.
Solution: To keep a cold caller around longer make them part of the sales team as well as the decision making process. Ask for opinions whenever possible as they may have a slightly different approach to closing the deal. A real sales team works as a team.
Myth: I have a team that isn’t generating the leads/appointments I need to justify keeping them. I should fire them and hire a new team right?
Fact: This is a fixable situation. The key is to determine how fixable. Don’t throughout the baby with the bath water.
Solution: Get the team together and ask them how they feel the work is going or if there are any problem areas that need addressing. Most of the time the sales manger simply directs the team to generate x amount of sales or leads per month and that’s that. There are no accolades or discussion of how the system is working or how to improve it. A cold calling system is only as good as the team behind it. If you have an open line of communication with your team it becomes easier to handle problem areas as they come up. Set up a friendly competition between team members with the prize being something they actually want (cash, a day off with pay,etc.) Compliment often. A pat on the head still goes a long way to building trust and confidence between team members. Pay incentives and bonuses. When all else fails, it may be time to have “the talk” with those team members who aren’t performing.