In the current climate, everyone is trying to reduce costs. We
have spoken to many companies who plan to reduce their sales teams in order to
cut costs. In particular, many are considering replacing field salespeople with
telesales staff. However, we believe that while this may temporarily reduce
costs, it can seriously harm the company prospects in the long term.
There may be a place for telesales in a lot of companies. If a
telesales campaign is well-planned with a good script, a good list of numbers
to call and well-trained staff, it can be very effective and you can reach a
lot of potential clients very quickly. Furthermore, it could be argued that a
good salesperson should be able to show their ability whether they are talking
over the phone or face to face. Good telesales people can generate profits.
However, a good field salesperson can be an invaluable asset for
any company. There is no better way to find out a client’s needs and build a
relationship than by meeting face to face. It helps to build a level of trust
and customer service that cannot be replicated over the phone and ensures that
you develop repeat business. By reducing the number of field salespeople, a
company is lowering its chances of making much greater profit in future.
Does your company recognise the value of field salespeople?
