CO2 2018 | Josh Baker
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Outbound calling involves companies directly contacting customers through phone calls, emails, or text messages to generate sales. The document discusses key performance indicators for outbound calling such as total calls, response rate, conversion rate, and cost per sale. It recommends starting an outbound calling program by identifying a champion, determining who will be called, and choosing a call tracking system to monitor metrics.
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The document outlines Ian Robinson's blueprint for building a winning sales team. It discusses key elements like having a clear vision, selecting the right people through evidence-based practices, training employees through blended learning and ensuring they demonstrate what they've learned, setting measurable standards and objectives, coaching and holding employees accountable, and recognizing both short and long-term performance through incentives. The blueprint is intended to help businesses grow successfully and avoid common pitfalls.
CO2@Home 2020 | Taylor Olson | If You're Not First, You're Last
This document discusses the importance of exceeding customer expectations in an on-demand economy. It notes that 64% of people believe customer experience is more important than pricing. It then discusses how to improve the customer experience by ensuring 24/7 availability, impressively fast response times across channels, optimizing customer service representative utilization, and using technology and automation to save time and focus on customers. Specific metrics and best practices are provided around lead response workflows, the "golden window" for contacting leads, and tools that can help meet customer demands and preferences.
CO2@Home 2020 | Tim Mulrooney | COVID & the Pest Industry: Market Review and ...
This document summarizes a discussion on the COVID impact and future outlook for the pest control industry. It notes that while the overall US market declined 1-2% in 2020, the residential segment grew 2-3% as people spent more time at home. The industry is forecast to rebound in 2021 with 6-7% growth above typical levels. Key strengths of the pest control industry include an aging population, increased pest activity, and its ability to provide additional services to customers. The analyst expects M&A activity and valuations in the industry to increase after pausing in 2020, favoring companies with attributes like recurring revenue and high employee/customer retention.
CO2 2019 | Angela Hieronimus | Generation Z - The New Entry Level
This document discusses Generation Z and their impact on the workforce. Generation Z, born between 1996-2010, will make up 36% of the workforce by 2020. They are the most ethnically diverse generation and more are pursuing college than previous generations. To attract and retain Gen Z employees, businesses will need to change their recruiting and retention strategies. This includes using mobile-friendly applications, quick response times, developing a strong brand, offering career paths and competitive pay that appeals to Gen Z's strengths as entrepreneurs, tech experts and people managers.
CO2 2019 | Brad Leahy | Developing Your Employer Brand
Our company's vision is to create a sustainable work culture with work-life balance and growth for employees. Our values are to build a legacy through excellent service, loyalty, accountability, dedication, and positivity. Developing an employer brand is important for retention, recruiting, employee happiness, and profits. It requires starting with your company's purpose, creating values, and collaboratively planning a vision.
CO2 2019 | Dr. Hamilton Allen | Modern Employee Onboarding
This document discusses modern employee onboarding practices. It begins with an introduction by Dr. Hamilton Allen on the importance of onboarding. The document then defines employee onboarding as the process through which new employees acquire the necessary knowledge, skills, and behaviors to become effective organizational members. It notes that effective onboarding can increase employee productivity, morale, customer satisfaction, and retention while decreasing costs. Specifically, onboarding is shown to increase employee productivity by 54% and retention by 50%, saving organizations around $18,000 per retained employee. The document then poses questions to help identify areas for improvement in the reader's own organization's onboarding processes and discusses best practices that could be implemented.
CO2 2019 | Joel Miller | Developing Leaders Within Your Team
This document discusses developing leaders within a team. It begins with background on the author and his company, Miller Pest & Termite, which he took over without systems or processes. To build the leadership team, they implemented several changes: they introduced systems, tools, and training using EOS and regular reviews and meetings. They also restructured pay to promote growth and ensured their org chart provided a clear path for employees. By putting the right people in the right roles using assessments and tests, and ongoing development of skills, they increased their annual revenue from $375k to $2 million.
CO2 2019 | Marybeth Hall | Diversifying Your Applicant Pool
This document discusses strategies for diversifying an applicant pool and reducing bias in hiring. It notes that with unemployment at historically low levels, recruiters should be more open-minded and selective in considering talent from a variety of backgrounds. Unconscious biases can negatively impact hiring if not addressed. The document provides examples of conscious and unconscious biases and encourages recruiters to challenge assumptions about the "perfect candidate" or perceptions of job hopping that may screen out qualified individuals. It suggests evaluating current high performers for unintended biases and using technology to attract more diverse applicants.
CO2 2019 | Sharon Roebuck | Building A Retention-Focused Culture
Sharon Roebuck discusses building a retention-focused culture at Eastside Exterminators. She emphasizes that culture starts at the top and is defined by core values such as commitment and integrity. A retention-focused culture involves hiring and developing the right people, setting clear expectations, providing career growth opportunities, measuring performance, and celebrating both work and personal accomplishments to foster strong relationships and engagement.
CO2 2019 | Sarah Verlinger | Understanding the Applicant Journey
Triangle Pest Control provides an overview of their applicant journey process which includes recruiting top candidates through detailed job postings and positive employer reviews, extending competitive benefits, a thorough hiring process with multiple interviews and assessments, ensuring new hires feel welcomed on their first day through orientation, and maintaining employee satisfaction through continuous appreciation programs like recognition awards and fun team building activities.
CO2 2019 | Donnie Shelton | Build Your Team - Kickoff Day 2
This document discusses generational differences and trends in the workforce. It notes that younger generations are less interested in blue-collar work and are time-poor. It also mentions challenges in industries like construction and agriculture relying on undocumented immigrant labor. The document questions whether the current labor force and productivity can sustain economic growth.
CO2 2019 | Denise Trad-Wartan | Driving Brand Awareness
This document discusses the importance of building a strong company culture and brand. It emphasizes that company culture, defined by shared values and leadership, shapes employee behavior and the customer experience. This directly impacts the company's reputation. When culture and values are clearly defined and consistently communicated, it leads to higher employee retention, productivity and sales. Measuring adherence to values is key to accountability and high performance. The branding and marketing should reflect and reinforce the cultural values to potential customers.
CO2 2019 | Tom Jarzynka | Building a Better Added-Value Business Model
Tom Jarzynka discusses building a better "added-value" business model for pest prevention services. He outlines Massey Services' approach of providing pest prevention through a customized environmental management program that eliminates conditions, avenues, and sources of pest infestation, rather than just routine pesticide applications. The presentation details Massey's pest prevention program, which involves inspecting areas of concern, understanding customer expectations, and detailing how the program will eliminate issues and what treatments will occur. It also discusses the roles of the sales inspector and technician in selling and delivering the program.
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CO2@Home 2020 | Ian Robinson | Blueprint for a Winning Sales Team
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CO2 2019 | Angela Hieronimus | Generation Z - The New Entry Level
CO2 2019 | Brad Leahy | Developing Your Employer Brand
CO2 2019 | Brad Leahy | Developing Your Employer Brand
CO2 2019 | Dr. Hamilton Allen | Modern Employee Onboarding
CO2 2019 | Dr. Hamilton Allen | Modern Employee Onboarding
CO2 2019 | Joel Miller | Developing Leaders Within Your Team
CO2 2019 | Joel Miller | Developing Leaders Within Your Team
CO2 2019 | Marybeth Hall | Diversifying Your Applicant Pool
CO2 2019 | Marybeth Hall | Diversifying Your Applicant Pool
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CO2 2019 | Sharon Roebuck | Building A Retention-Focused Culture
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CO2 2019 | Sarah Verlinger | Understanding the Applicant Journey
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CO2 2019 | Donnie Shelton | Build Your Team - Kickoff Day 2
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CO2 2019 | Denise Trad-Wartan | Driving Brand Awareness
CO2 2019 | Tom Jarzynka | Building a Better Added-Value Business Model
CO2 2019 | Tom Jarzynka | Building a Better Added-Value Business Model
CO2 2018 | Josh Baker
- 2. Outbound Sales /ˈoutbound/ /ˈsāls/ Outbound sales is defined as a company generated, typically single-channel path toward a purchase. This can include the following... ● Email Campaigns ● Text Messaging ● Phone Calls
- 3. Why should I care? Outbound calling is all about the numbers. The metrics we follow are so consistent, the end result becomes very easy… If we want more sales, we just have to make more calls.
- 4. So, what KPI’s are we looking at? Total Calls Response Rate Conversion Rate Cost Per Sale
- 5. Let’s Do The Math Number of Reps: 1 Working days: 20 Calls Per Day: 100 Response Rate: 30%
- 6. Let’s Do The Math Total Sales: 60 CPS: $56
- 7. How do I get started?.. There are only three questions you need to answer… 1. Who is going to be your champion? 2. Who are they going to call? 3. What system are you going to use to track everything?
- 8. CallTrackingMetrics CallTrackingMetrics has helped us take our outbound program to the next level with feature such as; Autodialers Custom Fields Custom Integrations Custom Triggers Call Recording Etc...
- 9. Questions?