The Cornerstone For Profitable Sales Growth

The Cornerstone For Achieving & Maintaining Continuous Profitable Sales & Customer Growth Performance From Your Outbound B2B Telephone Sales Organization Is The Development Of An Effective Job Description.

Provides Clear and Accurate Understanding

An Effectively Written Job Description
Provides Salespeople With A Clear And
Accurate Understanding Of The:

• “Results” They Will Be Required To Achieve
• The Timelines For Achieving Them
• The Rewards And Consequences For Both Achievement And Non-Achievement.

Maximizes Potential For Achieving
Profitable Sales & Customer Growth

Effectively Managed, The Job Description Will Provide Your Sales Leaders With A Powerful Tool For Efficiently And Effectively Directing And Managing the:

1. Productivity
2. Performance
3. Profitability

Of Your Outbound B2B Telephone Sales Organization.

Why Most Companies
Create Job Descriptions

Historically, Job Descriptions Have Been Created Primarily Because:

• Laws And Guidelines Regarding The Issue Of Discrimination in Employment Practices Has Made A Job Description Necessary.

How Most Companies
Use Job Descriptions

In Most Companies, Job Descriptions Get Their Greatest Use As:

• A Reference Source For Creating Advertising Copy To Fill An Open Sales Position.

The 6 Core Components
Of A “Well Written” Job Description

Generally, Job Descriptions Are Considered Well Written If They Include the Following Information:

• Essential Job Functions
• Duties & Responsibilities
• Required Education & Experience
• Reporting Relationships
• Compensation
• Expectation Of Results

Why Well Written Job Descriptions
Make Poor Performance Development Tools

Since Most Job Descriptions Don't Detail:

• The Specific Performance Goals Salespeople Will Be Required to Achieve
• The Timelines For Their Achievement ….

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Job Descriptions Normally End Up Serving As:

• A Relatively Effective Tool For Evaluation
• A Relatively Poor Tool For Developing   Improved Sales Performance.

A More Profitable Approach
To The Use Of Job Descriptions

In Companies That Achieve And Maintain Record Levels Of:

 Productivity, Performance And Profitability

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The Job Description Plays A Much More Vital Role In Leading and Directing Outbound B2B Telephone Sales Representatives Through Their Development.

10 Components Of A Job Description
That Leads To Profitable Sales Growth

Job Descriptions That Lead Outbound B2B Telephone Sales Organization’s To Achieve And Maintain Continuous Profitable Sales & Customer Growth Share These 10 Common Characteristics:

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1.) Focus On:

1. Performance
2. Results

2.) Motivate And Inspire Top Sales Prospects

3.) Create A Vision Of:

1. What They Will Learn
2. How They Will Grow
3. What They Will Achieve

4.) Establish A Clear And Accurate Understanding Of The Organization's:

1.  “Performance Driven” Culture

5.) Reinforce The Sales Organization's Commitment To:

1. The “Achievement Of Excellence”

6.) Detail The Exact:

1. Productivity & Performance Goals
2. Minimum Accepted Performance Results

7.) Identify The Sales Management System As:

1. A “Results Driven” System

8.) Describe The Sales Organization’s:

1. Performance Measuring
2. Performance Monitoring Processes

9.) Explain The Performance “Development” Process

1. Focus Talk
2. Written Development Plan
3. Final Written Development Plan

10.) Protect The Company When A Legal Termination Occurs

Why Consider Improving Your
Outbound B2B Telephone Sales Job Description

If You Could Develop a Job Description
that included each of The 10 Characteristics
listed above ….

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And then Test and Refine it on Hundreds of New Hires until it had Proven Its Ability to Maximize the Probability your New Sales Hires would:

• Ramp up to Profitability Quicker
• Exceed their Forecasted Sales Goals more often …

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It Could Prove To Be
 A Very Valuable Asset
For Your Company.

Our First Outbound Sales - Job Description

In 1998 we developed our first Outbound B2B Telephone Sales Job Description by Integrating:

• The 10 Characteristics Shared by the Most Profitable Job Descriptions
• The Best Practices of some of the Most Profitable Outbound Sales Organizations of that time.

Our Current Outbound Sales - Job Descriptions

Since then, We Have Refined our Outbound B2B Telephone Sales Job Descriptions on:

• 7,500 New Outbound B2B Telephone Sales Representatives
• From 35 Outbound Sales Organizations
• In 5 Different Countries

Let Us Customize A Profitable Outbound Excellence Job Description Solution For You

Let us Custom Design a Job Description That Will     Help Lead and Develop Your New Hires to:

• Achieve & Maintain Continuous Profitable Sales and Customer Growth