Bridging the gap between the levels of their high and low performing employees is perhaps one of the greatest challenges for The Global Associates Telemarketing Companies in India. Relying only on a handful of their highfliers can actually push down the overall performance levels and profit margins of telemarketing companies in India. They must try to raise the average performance level of the employees so that most of them don’t just make the numbers, but can be as productive as their more talented counterparts. Following are a few essential things that can help them achieve this objective.
- Identify the weaknesses of your low performers
The first thing telemarketing companies in India must do to improve their average levels is to identify and list the weaknesses of their low-performing sales people. These shortcomings held them back from being more productive like their high-performing colleagues. These shortcomings may be categorized as:
- inability to take the sales process forward;
- Rigid approach during conversations;
- lack of relationship building capability;
- Inability to form effective strategies.
- List out characteristics of your high performers
Pinpointing the strengths of your high performers is just as important as identifying the shortcomings of their low-performing colleagues. This would enable you to help their less illustrious colleagues learn from them. Some of these traits may be categorized as:
- Excellent referral development capability;
- Capability to develop sustainable business relationships;
- Capability to engage customers in meaningful conversations;
- Good in using technology;
- Capability to formulate effective strategies;
- Flexible approach.
It can be dangerous for telemarketing companies in India to rely on the performances of just a handful of employees; they must try and improve the average performance levels of the employees by bringing their low performers at par with their high performing peers. Train your sales people regularly to enable them to perform at the highest levels and flourish and scale new heights.