Telesales Success Story 
Situation
La Opinión, a major California newspaper, was facing declining sales in advertising revenue and circulation due to an untrained sales staff working in an increasingly competitive environment.
Action Taken
Impact Learning Systems developed and delivered the following customized training programs specific to La Opinión:
-
A Time and Territory Management program for field sales reps to help them cover their territory more effectively.
-
A Consultative Selling class for field sales reps to help them improve their selling skills.
-
A Telesales course for inside sales reps to help them focus on closing more sales.
Managers attended the courses with their teams. We then met with managers individually to discuss what he or she could do to help their sales teams implement the new skills back on the job.
Results
The training initiatives undertaken by La Opinión resulted in the following:
|
