Telemarketing remains one of the most cost effective ways to drive new business — if you have the right person for the job.  So how can you find, hire and support a telemarketing superstar?

The short answer is, you probably can’t. I’m not saying it can’t be done. I’m saying you — as a president of an IT company — probably can’t do it. Certainly you can find a talented engineer. Probably you can find a fantastic office manager. But a telemarketing superstar? Good luck.

Here’s why finding your next telemarketer will be somewhat of a challenge for you:

It takes us twelve weeks to create a new MSP telemarketing rep from someone who has never dialed for dollars before. More than 50 percent of the people we hire quit before the end of the training process — and the people we hire have been carefully screened, referenced and profiled using behavioural analysis to be successful at this role.

So what can you do?  (You can hire us!) Or you can start looking within your organization for someone who could be successfully transitioned over to sales. Do you have a help desk team member that your clients adore? Do people rave about your receptionist?  A loyal, enthusiastic employee who is already client-facing and customer service focused is your best choice to move towards sales development.

First, ask if they would be willing to try it.  If the answer is no, let it go.  Surprise job description changes lead to turnover. If they are willing, start them out slowly.  Find them the resources they will need to become great — coaching, training — and prepare them for the change. Then gradually move them into that role a few hours at a time as they become more confident.  Worst case scenario?  It doesn’t work out and you get your great employee back in a role they were already performing in.  Best case scenario? You’ve cultivated and nurtured talent, gained a loyal sales team member, and found a tonne of new business.

Carrie Simpson is founder and CEO of Managed Sales Pros.