Teleprospecting Specialization
I see this happen more often than not; inconsistent telemarketing/teleprospecting output, difficulty in finding adequate inside resources, and increasing friction between inside/outside sales.
As inside sales bears more of the overall burden of demand creation, professionals within the function are feeling the brunt. I continue to see individual inside reps responsible for telemarketing, teleprospecting and telesales, not to mention acting as de facto sales support resources. The skills required to be an effective teleprospector are vastly different from these other jobs, and often do not transfer well. Teleprospecting also demands a laser-like focus to generate consistent results, a focus that is not possible when tasked with numerous other jobs. Teleprospectors should be uniquely hired, trained, managed and measured, and should be kept on task for maximum productivity. Telemarketing requires much less skill; thus, it is a perfect candidate for offshoring or farming out to a third-party resource.
