Spark Archives - Page 9 of 29

Optimizing Your TeleSales Processes

The methods for the qualification of sales is evolving. The old days of meeting your customer face to face are declining as we venture into an increasingly virtual environment. More companies are utilizing phone and video internet services to reach new customers. Optimization of your sales channels for telesales can allow your team to flourish when selling or qualifying new business.

At IntelliSource, our experience in creating plans to implement and manage sales teams has allowed us to partner with some of the top companies in the U.S. on solutions that helped grow their companies. Here is one example of how our planning and execution for telesales channel development allowed us to create massive success for our partner.

Investigating & Modifying Current Sales Methods

Seeing declining sales conversion rates within their distribution sales channel, our partner decided they needed to instill a new and improved sales method within their teams. As a leader in test and measurement equipment, they couldn’t afford to keep the same plans if they wanted to continue to grow their business through telesales and remote qualification methods.

After hearing several customers and sales agent log complaints about the non-responsive nature of their current team, they decided to investigate the process. They discovered their lead hand-off process as broken, and the primary contact within their company was not following the company standards. Customers were not contacted within the standard turnaround times. Crucial requests began to slip through the cracks, impacting sales for both our partner and negatively affected the customer’s idea of the brand. The entire customer experience suffered as lowered satisfaction scores increased. Needing a solution, IntelliSource worked to create a plan for the sales team to convert new business and raise customer satisfaction for our partner.

Developing New Roadmaps for Sales

The distribution channel within our partner’s business was a huge priority, and we based our design of the new team roadmap on prior experience within that channel. An increased desire for upselling within the current customer base was also of high priority. We used that previous experience to craft a new strategy for implementing and managing Telesales and qualification teams.

IntelliSource implemented a customized TeleQual model meeting the needs of the distribution channel through lead scoring, enabling distribution partners to prioritize lead follow-up. Our development of lead flow and other standard operating procedures for the Disty TeleQual team helped with our partner’s top distributors participating in the program. The previous issues within the workflow and team were adjusted to allow for better collaboration between different divisions and partner companies.

Initial changes were aimed at monitoring and improving speed from initial opportunity to conversion. Our Disty TeleQual agents qualified, scored, and routed leads directly in the distribution channel partner’s portal, allowing for transparency and visibility into KPIs set by senior sales management. The response time was also improved as our changes permitted for customers to receive the correct contact and information immediately instead of late.

A comprehensive, automated report was developed to track all leads sent to each of the four primary distribution partners. Our weekly meetings with each distributor allowed us to review lead expectations, metrics, and address any breakdowns that were present. We also facilitated monthly check-ins as a forum for reporting progress updates and a platform for ongoing process improvements.

Transforming a Telesales Process

We started by assessing the current state of our partner’s sales process. Then, we determine opportunities for improvement through testing, research, and discussions with management. Combining our partner’s knowledge of their business and our experience with process development created a fantastic partnership that allowed us to execute changes that improved response times. Telesales upselling & growth increased as did distribution partner satisfaction. Our solution created a new path that allowed successful collaboration between our partner, distributors, and customers.

IntelliSource can develop custom solutions to help your business grow. Contact us today and let us know how we can support your company!

Streamlining Your Workforce Expansion

IntelliSource understands that the development of an excellent workforce isn’t simple. It takes careful planning and execution to grow a site from end to end. However, it’s possible to streamline your workforce solutions. Through our focused processes and experience, we can work together to help your hiring methods and allow you to adapt when needed.

One example of this adaptation is in how we’ve helped our other partners to develop their end to end workforce solutions in their businesses. This can help a company that is growing to streamline its processes of workforce expansion and hire the right people quickly when needed.

The Challenges of Growth

One of our partners was a rapidly growing national outsourcing company that partners with large-scale lending organizations. They needed to streamline their hiring processes to hire and train candidates with an industry-standard set of experience and skills. They also required new candidates that had extensive knowledge of the mortgage industry and the ability to assist in standard mortgage processes.

Refinancing mortgages, creating appraisals, IT, call center/customer service representatives, and handling collection services were all skills needed for this job. With so many openings and a desire for quick resolution, our partner recognized that bringing in someone to help would allow for a quick turnaround.

Developing a plan

Without having a definitive hiring process in place, we assisted our partner with the development and streamlining of a cost-effective solution for sourcing a high volume of trained and qualified employees quickly. Our initial plan involved using our expertise from previous partnerships and allowing our skilled and seasoned implementation team to help. They worked to ensure that all hiring deliverables were met or exceeded throughout the hiring process.

To help with hiring a large number of qualified applicants, we’ve developed marketing specifically based on custom candidate persona’s made from the information given by our partner and other resources in the same industry. A dedicated team of our seasoned HR consultants learned the company’s culture, procedures, and expectations and incorporated these into the onboarding process and our candidate searches. We then used our marketing resources and manually sourced candidates to bring in the best people for the position.

Executing and Reading

To put the plan in motion, IntelliSource implemented the strategy needed to bring success while continuing to monitor results throughout the process. We included providing constant reporting metrics and dashboard management. Real-time projections of hiring expectations and showing the progress of results helped our team gauge and calibrate our performances. Checks on a daily, weekly, monthly, and quarterly basis using real-time hiring and tracking metrics, kept partners informed of key performance indicators. Our communication standard ensured we met all of our partner’s goals and were addressing concerns early.

A Successful End to End Hiring Process

Within 90 days, IntelliSource hired 700+ service center and IT professionals to support our partner’s workforce expansion. We helped with securing a second location. Our marketing efforts allowed us to launch recruiting campaigns to staff that new facility. We were able to recruit and onboard a large enough workforce to accommodate five departments within our partner’s organization. All of our efforts created and executed a plan that helped to consolidate costs and increase efficiency as we took over the full process of hiring from start to finish.

IntelliSource can also help your business with your hiring operations. Contact us today to learn more about how we can partner and take care of your hiring needs!

How Marketing Helps You to Recruit and Hire Quickly

Marketing has the potential to be a great recruiting tool for companies looking to hire top talent. Utilizing marketing in your recruiting plan creates the distinction of your brand for potential employees. It shares your story and culture with an audience that otherwise may not be aware of your potential opportunity. As our life continues to move to an increasingly digital space, reaching the underemployed or passive candidates is critical. Is your company utilizing marketing for their recruitment plans?

IntelliSource’s Marketing First Approach

We have worked with top companies and various industries across the United States to boost their pipelines through our Recruitment Process Outsourcing or our full outsourcing capabilities.

One of our customers came to us with a need to hire and staff over 600 new employees in a new geographic location. The company was focused on building out a state of the art fulfillment center and did not have the capability to attract enough candidates in the market. They were impressed with IntelliSource’s unique approach to candidate attraction. IntelliSource stepped in to assist in recruiting, hiring and screening candidates.

Our method includes a marketing strategy developed specific to our customer’s business objectives and hiring goals. We utilized market-specific intelligence and analysis of workforce trends. We took into consideration unemployment rates, competing businesses and compensation analysis.

Using our experience, we crafted and implemented a custom campaign that included traditional and digital campaigns. The goal was two-fold:

1. Attract both active and passive candidates through geographic and demographic targeting and

2. Adhere 100% to the customer’s brand standards and culture.

Social, Mobile, Digital

The plan for our digital campaigns included targeting specific geographic regions and demographic criteria defined by our partner. The knowledge from our partner about what had previously been successful in their area helped us to launch and monitor social media campaigns. We also worked to connect with potential employees via comments, chats, and direct messaging.

We have seen an increased use of mobile devices for job applications and campaign reach. To utilize this knowledge, we crafted our campaigns specifically to be mobile-friendly and for flexibility and scalability, we used a digital . We crafted appropriately sized multimedia for the platform we promoted on. We used SMS communication technology to reach candidates and inform them about the jobs. We researched and developed great advertisements to attract candidates based on created ideal candidate profiles. All of which helped our team toward reaching the goals set by our partner and ourselves.

Finally, the use of digital marketing over traditional marketing is changing how businesses promote their company. We used digital and retargeted advertising reached candidates in their social space and opportunities propagated to over a dozen national job search sites to receive premium visibility.

The results were tremendous as we were able to develop and launch a landing page that hosted 41,000 unique visitors and over 110,000 views. We generated over 1.6 million impressions, producing 16,000 clicks in a year. All of which translated into 4,307 applicants and exceeding our hiring goals over 100%.

With the right plan and support, your company can grow quickly and effectively. If you need help with creating your plan, IntelliSource can help! Contact us today, and let us craft a plan that will get you to your business targets!

Category: <span>Spark</span>