Bigger geo territories and slashed travel budgets. Agilent's direct sales force was required to manage larger territories without the luxury of meeting with prospects and customers face to face. A company-wide initiative was implemented requiring sales teams to be more effective by phone.

TeleSmart was selected as the exclusive telebusiness vendor of choice. We designed "TeleFocusing Your Sales Strategies": a ground-up, customized program for rollout across North America, Canada and Latin America. These seminars were designed to develop telephone sales skill and help make the transition from face-to-face to the phone. This program provided increased confidence and maximum productivity over the phone and email.

Rapidly growing salesforce needs uniform high quality training for aggressive ramp up strategy. Apple wanted customized market-specific training for a variety of product teams, whose tenure as telesales professionals was targeted at 18 months or less. Productivity and Field Sales readiness was a primary management objective.

TeleSmart was selected because of our ability to customize training and our skill development track. Our seminars were custom designed specifically to address the dynamic need of Apple, reducing 'ramp up' time for Telesales professionals and ensuring adequate training and preparation for an aggressive career track from telesales to Field Sales and beyond. 400 Apple employees received TeleSmart training for 3 years. TeleSmart's customized training and coaching boosted both management and team productivity and morale, providing a positive foundation for business-driven productivity requirements.

Too much training was taking telesales teams off the phones for too long and big methodologies were tailored to the field but not for inside sales.

TeleSmart's approach was to support, encourage and reinforce the various training these reps were receiving from the big name training and development programs favored by Siebel. TeleSmart's strength was to provide tactical training, deliver it in an e-learning format and provide relevant and timely topics specific for telesales and sales development organizations. Teleclass Training was extremely well received as sales teams appreciated the shorter, customized, tactical and virtual format.

Team is severely downsized but the sales quotas are higher. Too many salespeople including an outsourcing firm provided lead generation and qualification with lower conversion rates and less time spent on the phones. There was no formal training program in place and skill-set was diverse..

TeleSmart was brought in to provide a formal training methodology, develop the Sales Development Team, and help increase the number of qualified leads passed to the field. Team of 6 produced 25% more in lead generation revenues than previous team of 10. Close ratio increased from 15% to 28% of qualified leads. Acceptance rate of qualified leads to the field increased from 63% to 98%. Team average of 22 outbound dials per day and 3% connection rate shifted to 52 outbound dials per day and 18% connection rate..