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Education
Which sales model is right The role of the sales manager
for you? Part 3 For this model to be effective, a great
sales manager should handle your
recruiting, training, managing and,
By Aaron Nasseh if necessary, termination of the less
motivated individuals. If you are
Finical Inc. starting out with this model, don't
have the budget to hire a manager,
n "Which sales model is right for you? – Part 2," The Green Sheet, March but have the requisite experience, you
24, 2014, issue 14:03:02, I discussed the pros and cons of recruiting expe- could be the sales manager.
rienced agents and ISOs. In this article, I will focus on the direct sales
I channel. With experienced agents receiving higher revenue splits than Many sales managers mistakenly
ever before, and with our industry's increased margin compression, the door assume that just because someone
has opened for ISOs to seek alternative ways to generate merchant accounts, is a good outside salesperson, the
namely a direct sales channel. individual will also be a good inside
salesperson. That could not be further
Most large ISOs have already recognized this need and have established a direct from the truth. Both of those positions
sales channel. For the purposes of this article, a direct sales channel is a team of are distinct and require different sets
internal sales employees who make outbound sales calls to merchants, receive of skills.
in-bound leads or both.
An internal sales team is similar to a
You do not have to be a large ISO to employ this model. You can start with one sports team because one bad player or
or two sales professionals and gradually hire more people as your budget and one bad coach can drastically affect
workload warrant it. However, if you are on a limited budget with a small team, the performance of the entire team.
it's critical to ensure you have the right sales team in place, otherwise the cost of You need a group of like-minded
payroll and marketing will quickly run up. individuals who thrive on friendly
competition and who get excited
about hitting goals. You also need a
Let Green Sheet help you with your success manager who can understand and
appreciate how mentally tough phone
sales are – and has the necessary skills
Three page Location to motivate the team day after day.
specifc Depending on your budget, you
advertising Location can make outbound cold calls
to merchants, which is the least
opportunities expensive way to begin direct sales,
but it is also the least effective.
currently Location Conversely, you can invest in various
available. marketing methods such as pay-
per-click marketing, voice broadcast
campaigns, mailer programs, or other
methods to generate inbound calls.
These models aren't inexpensive. If
you don't know what you are doing,
you will quickly get into financial
trouble. But if executed correctly, this
type of marketing will produce the
best conversion ratio for your ISO.
So unless you are an established ISO
Call Danielle with a lot of capital for marketing,
start small, and as you master the
for details marketing methods, gradually
707.284.1686 expand.
50
Which sales model is right The role of the sales manager
for you? Part 3 For this model to be effective, a great
sales manager should handle your
recruiting, training, managing and,
By Aaron Nasseh if necessary, termination of the less
motivated individuals. If you are
Finical Inc. starting out with this model, don't
have the budget to hire a manager,
n "Which sales model is right for you? – Part 2," The Green Sheet, March but have the requisite experience, you
24, 2014, issue 14:03:02, I discussed the pros and cons of recruiting expe- could be the sales manager.
rienced agents and ISOs. In this article, I will focus on the direct sales
I channel. With experienced agents receiving higher revenue splits than Many sales managers mistakenly
ever before, and with our industry's increased margin compression, the door assume that just because someone
has opened for ISOs to seek alternative ways to generate merchant accounts, is a good outside salesperson, the
namely a direct sales channel. individual will also be a good inside
salesperson. That could not be further
Most large ISOs have already recognized this need and have established a direct from the truth. Both of those positions
sales channel. For the purposes of this article, a direct sales channel is a team of are distinct and require different sets
internal sales employees who make outbound sales calls to merchants, receive of skills.
in-bound leads or both.
An internal sales team is similar to a
You do not have to be a large ISO to employ this model. You can start with one sports team because one bad player or
or two sales professionals and gradually hire more people as your budget and one bad coach can drastically affect
workload warrant it. However, if you are on a limited budget with a small team, the performance of the entire team.
it's critical to ensure you have the right sales team in place, otherwise the cost of You need a group of like-minded
payroll and marketing will quickly run up. individuals who thrive on friendly
competition and who get excited
about hitting goals. You also need a
Let Green Sheet help you with your success manager who can understand and
appreciate how mentally tough phone
sales are – and has the necessary skills
Three page Location to motivate the team day after day.
specifc Depending on your budget, you
advertising Location can make outbound cold calls
to merchants, which is the least
opportunities expensive way to begin direct sales,
but it is also the least effective.
currently Location Conversely, you can invest in various
available. marketing methods such as pay-
per-click marketing, voice broadcast
campaigns, mailer programs, or other
methods to generate inbound calls.
These models aren't inexpensive. If
you don't know what you are doing,
you will quickly get into financial
trouble. But if executed correctly, this
type of marketing will produce the
best conversion ratio for your ISO.
So unless you are an established ISO
Call Danielle with a lot of capital for marketing,
start small, and as you master the
for details marketing methods, gradually
707.284.1686 expand.
50
