Just about every salesperson or business owner would love to have a virtual sales assistant to help with cold calling, setting appointments, replying to emails, etc. Not only is it nice to offload some of the more grinding tasks, but you should be able to sell more by being able to focus on more strategic activities.
The problem is that it can be difficult and time consuming to find, train, and manage a good sales assistant. For example, if you have to spend 5 to 10 hours a week training and managing your sales assistant, you might as well just save the time and money and do everything yourself.
The good news is that we have a process and tool set that can make finding, onboarding, and managing a virtual sales assistant easy and economical. If you would like to offload some of your more tactical sales activities, join us for our next webinar on “How to Make Hiring a Virtual Sales Assistant Easy and Affordable”.
4. $100,000 per year
Increase to $150,000
Cost for VA - $250 per week
Annualized cost $12,000
Return on Investment = over 300%
5. Finding a good cold caller
Teaching them what to say
Making sure they work
Getting them to produce results
Minimizing Turnover
Protecting your time
Job Posting / Interviewing
Sales Playbook
Recommendations for Tools
Sales Methodology
Compensation / Management
Automation / Onboarding Tips
Challenges Ways to Mitigate Challenges
6. Posting Your Job
• Craig’s List – www.craigslist.org
• Work-at-Home Mom website – https://www.wahm.com/forum/
• Odesk – www.odesk.com
7. Offshore vs. Domestic
• Offshore
– Economical – between $2 to $5 per hour
– Recommend Philippines
– Quality is the concern
• Phone
• Accent
• Cultural differences
• Domestic (US)
– Typically between $10 to $15 per hour
– Overall better quality than offshore
8. Interview Process
1. Set up a voicemail box dedicated for interviewing
2. Post job listing
3. You will receive responses from applicants
4. Reply to every response with email directing to voicemail box to
answer 2 to 3 questions
5. Schedule interviews from acceptable voicemail messages
6. Asking interview questions that align with target characteristics
7. Use point system to track interview question answers
9. Finding a good cold caller
Teaching them what to say
Making sure they work
Getting them to produce results
Minimizing Turnover
Protecting your time
Job Posting / Interviewing
Sales Playbook
Recommendations for Tools
Sales Methodology
Compensation / Management
Automation / Onboarding Tips
Challenges Ways to Mitigate Challenges
10. Early Sales Process Stages
Stage Goals
Initial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
Presentation
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-Qualify
Gather high-level information
Build interest in having conversation
Schedule an appointment
Pre-Qualify (Cont.)
Hard Qualify
Gather detailed Information (Discovery)
Build interest in meeting
Schedule a presentation
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
12. Finding a good cold caller
Teaching them what to say
Making sure they work
Getting them to produce results
Minimizing Turnover
Protecting your time
Job Posting / Interviewing
Sales Playbook
Recommendations for Tools
Sales Methodology
Compensation / Management
Automation / Onboarding Tips
Challenges Ways to Mitigate Challenges
13. Tools - Phone
• Cloud-based PBX phone system
• Call log showing all inbound and
outbound calls
• Call recording options
16. Finding a good cold caller
Teaching them what to say
Making sure they work
Getting them to produce results
Minimizing Turnover
Protecting your time
Job Posting / Interviewing
Sales Playbook
Recommendations for Tools
Sales Methodology
Compensation / Management
Automation / Onboarding Tips
Challenges Ways to Mitigate Challenges
17. Sales Methodology
• Teach them what to say and ask
• Asking good questions
• Dealing with objections
• Dealing with gatekeepers
• Closing for the appointment
• How to use email and voicemail
• Call cadence
19. Finding a good cold caller
Teaching them what to say
Making sure they work
Getting them to produce results
Minimizing Turnover
Protecting your time
Job Posting / Interviewing
Sales Playbook
Recommendations for Tools
Sales Methodology
Compensation / Management
Automation / Onboarding Tips
Challenges Ways to Mitigate Challenges
20. Compensation
• Pay rate
– $10 to $15 per hour domestic
– $2 to $5 per hour offshore
• Bonus structure
– $20 to $50 per appointment/lead domestic
– $5 to $10 per appointment/lead offshore
• 1099 vs. W2
• Part-Time vs. Full-Time
21. Management Tips
• Understanding the difficulty in cold calling
• Focus more on the inputs instead of output
• Use the carrot more than the stick
• Empower and try to be more hands off than overbearing
22. Reporting
• Provide caller with a weekly scorecard that shows data from the week before
– Total Hours worked
– Calling hours
– Non calling hours (admin, training, meetings, etc)
– Dials
– Dials per hour
– Leads produced
23. Coaching
• Provide coaching on a weekly basis at the beginning of
the week
• Areas to discuss:
– Objections
– Challenges
– What is working / What is not
– Script
24. Finding a good cold caller
Teaching them what to say
Making sure they work
Getting them to produce results
Minimizing Turnover
Protecting your time
Job Posting / Interviewing
Sales Playbook
Recommendations for Tools
Sales Methodology
Compensation / Management
Automation / Onboarding Tips
Challenges Ways to Mitigate Challenges
25. Onboarding
• Automate as much as possible
• Automating the first interview
• Utilize training videos
• Make the caller go through hoops
• Spoon feed information
• Try to have some sort of contractor or employee agreement in place
• Think of it like spinning plates
26. When to Not Hire a Virtual Sales Assistant
• You are not close to running at full capacity
• Your budget is extremely small
30. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training
31. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
32. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks
33. SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools