Telesales Rep Hits $5 Million Revenue Mark
Alex Horvath
In early January, CrossCheck, Inc., awarded their prestigious $5 million sales pin to Jan Quarante, an in-house salesperson who came on board in August 1994 to help start the then-fledgling Telesales Department. Up until that point, CrossCheck's primary method for gaining market share was through field sales. The company then decided to pursue telephone sales, which today is a thriving, profitable sales channel at CrossCheck.
So how is Jan, a tall, professional woman who blends sincerity, wit, and wisdom with a commanding voice, able to consistently lead the company in record-breaking sales and revenue figures? Answer: "I've always been straight-forward and direct. And, the bottom line is: Persevere and never give up!"
Jan attributes the secret of her success ($5 million in revenue equals 2,500 active accounts) to good time management, and highly recommends the use of the telephone to establish rapport with prospective merchants. "The amount of time I spend on the phone each day puts me in touch with at least a hundred good prospects. Compare that with going on 20-30 cold calls a day, which is totally cost and time prohibitive in today's market." Once the rapport has been established and the prospect looks solid, Jan advises that a confirmed appointment can be made to close the deal in person. Or, ideally, the deal can then be closed over the phone.
"I suggest to independent sales channels and independent offices to develop a feeder program, primarily through choosing a major franchise," Jan said. As an example, Jan spoke of her over 800 Midas Muffler accounts nationwide and in Canada. "This creates residuals which allows you to spend more time pursuing other large accounts," Jan said.
Some additional tips Jan would like to share: "Whether by phone or Field Sales, it is of utmost importance to organize your time and goals for the day, still allowing for spontaneity, when appropriate. Be flexible, and remember to vary approaches for each situation, which is constant on the phone."
"The earning potential here is unlimited. And just think, if one person can achieve revenue of $5 million in three-and-a-half years, what could an entire office do in just a year?"
[Note from the Editor: We are happy to introduce Alex Horvath, he has been a freelance writer for more than twenty years. He served as a staff reporter and weekly columnist for the Pacific Sun newspaper. His articles have also appeared in San Francisco's Focus magazine. Alex joins our staff as Advertising Account Executive and contributing writer.]
