BusinessByPhone.Inc

Here's Everything You Need to Start, Reposition, and Manage an Inside Sales Department

"The Successful Sales Manager's Guide to
Business-to-Business Telephone Sales," by Lee R. Van Vechten

Starting and running a telephone sales department--the right way--is much more than sticking a few low paid part timers in an unused corner of the office, throwing some leads at them, and saying, "Go make some calls."

And it's a completely different animal than running and managing an outside sales operation. Just ask the thousands of companies and managers who failed in the process.

In this 300+page, 8 1/2 x 11 paperback book, you will get the benefit of Lee Van Vechten's 30+ years in telephone sales management and consulting. He has consulted with over 200 companies, and started up over 25 successful inside sales operations. To buy Lee's time to get the same information he shares with you in this book would require an investment of thousands of dollars.

CLICK HERE to go directly to ordering info

In this massive resource, you have the step-by-step guidelines for starting (or repositioning) and running a successful telephone sales operation. This is a complete how-to guide for managers, giving you proven, field-tested strategic and tactical information (including actual job descriptions, salary guidelines, budgeting formulas, job interview questions) you will use to avoid costly mistakes, and run your telephone sales operation like a well-oiled, money making machine.

"Every fundamental concept I still use to run my call center, I first learned from Lee. I wish I'd had this book when I started out in the call center business! It contains everything Lee taught me when my company paid him many times the cost of this book as a consultant Lee has taken his hands-on approach to planning and implementing a successful and proactive call center and turned it into required reading for anyone in the call center business!"
Tim Whipple, Director, National Sales, Victoria's Secret Catalogue

Not Theory; Specific, Detailed Information You Can Use
This is not a book about the theory of telephone sales written by some academic type who has never set foot in a telephone sales department or gotten a phone slammed in his ear on a cold call. It's meat, pure and simple. Battle tested stuff you can use. You’ll get specifics for,

Knowing what types of calling missions work with telephone sales, and what is sure to guarantee headaches and failure
Step-by-step guidelines, ads, forms, job descriptions, and interview questions for recruiting, interviewing, hiring, and training inside sales reps
How to compensate and motivate to minimize turnover and maximize morale and productivity, and, knowing when and how to cut your losses
Specifics on hands-on day-to-day management and training of sales reps
Preventing conflict with outside sales department, and other sales channels ...

... here are some of the specifics...

Starting Up a New Department Without Making The Costly Mistakes

Seven reasons telephone sales departments fail, and how to avoid these traps

Should you start with one, two, three, or more reps? See results of companies that have tried them all.

How you should physically set up your environment for maximum productivity. Offices vs. cubicles? Where should you be in proximity to other departments? Get all the answers.

Seven reasons telephone sales departments fail, and how to avoid these traps

How to Find, Interview, Hire and Manage Telephone Reps

Should you hire product knowledge, or sales skills? See the answer, and why.
How to create a Job Description for your reps
Recruitment Ads: examples, where to place them
How to read resumes, warning signs to be aware of
How to conduct interviews
Specifics on how to measure performance, and how to do performance appraisals
Employment agreements and forms
When to cut your losses

"When we first started our sales unit there was nothing out there that fit our bill. Well, there is now. Lee VanVechten can guide you through the proverbial minefield." Jeb Ball, Air Products and Chemicals Inc.

The Inside Sales Management Secrets You Won't Find In Other Sales Management Books

Word-for-word example of an actual Territory Management Plan you can model

How to smoothly integrate your department into the overall operation without conflict

How to budget. Specific numbers and formulas

Compensating and Motivating Telephone Sales Reps, Supervisors, and You as Manager

Negative and positive motivators; what works and what doesn't

How to set up a comp plan based on margins, or actual sales dollars

Selling your comp plans to upper-level management so they enthusiastically accept it

A "values survey" you can give to your reps to determine what motivates them

Should you post individual sales results for everyone to see? You'll find out the best ways.

Training

At what point do you put someone on the phone during initial training? You might be surprised.

Monitoring calls: the amount of time, percentage-wise you should do it. And you'll learn whether you should do it silently and remotely, or side-by-side with reps

Example of an actual training manual

Plus Much, Much More!

Actual Chapter From Book || Table of Contents || Author's Bio

"Some consider Lee Van Vechten as a pioneer in the call center industry, and he is! He certainly is the one of the founding fathers of the American Teleservices Association. I have often times thought of Lee as the consultant's consultant. Lee has finally put into one book what every inside sales manager needs to know and can implement from the very first chapter. This is must read material!"
Jon E. Kaplan, President, TeleDevelopment Services

Regardless of whether you’re a veteran telephone sales manager, or just looking to start up an inside sales department, you’ll have the benefit of Lee VanVechten’s 37+ years of experience in telemarketing sales, management, and consulting. Businesses gladly pay thousands of dollars to hire Lee personally for his expertise, and it makes them hundreds of thousands, and in many cases, millions of dollars.

And you can get this same information in this book for only $79!

That's right. Just $79 (+$5 shipping, foreign $10) for proven information developed over years of experience in professional business-to-business telephone sales. Many companies waste more than $79 on an employment ad that doesn't attract the kind of person they want, then they wonder why. (See an example of a proven employment ad on page 104 of the book).

"Lee Van Vechten has 'been there and done that.' He is a great salesman ... a world renowned expert on sales management ... a professional teacher of the selling arts ... practical and down to earth. Buy the book. Your bottom line will be glad you did." Rudy Oetting, Oetting & Company, Inc.

100% Money Back Guarantee
If for any reason you feel this book isn't worth many times its price, simply send it back for a refund. You risk nothing--unless you don't own it.

Order Right Now!

$79.00 (U.S. Shipping $5.00, International Shipping $10.00

Other Ways to Order
If you’d prefer, call us at 800-326-7721, or (402)895-9399.

Or you can fax your order to (402)896-3353. Or, mail a check to Business By Phone, 13254 Stevens St., Omaha, NE, 68137.