The director of sales for a leading global industrial products company is looking for recommendations to help regional salespeople get more appointments. A reply recommends: 1. Hiring professional appointment setters to schedule meetings and measure their performance daily. 2. Having salespeople focus on closing deals, not setting appointments. 3. Tracking sales performance without the burden of appointment setting to better evaluate performance.

1. A request for recommendations - posted on a Prominent Social Media
Professional Networking site for Sales & Marketing Professionals
“My regional sales people are having difficulty getting appointments. I would like to schedule some
training and I am looking for any recommendations for training materials from the group.”
Posted by the Director of Sales, N.A. at a leading global Industrial products company.
My Reply...
Michael P. Monroe Strategic, Sr. Sales Exec.| Cloud/Premise based
Unified Comm. & Collab. | solutions and managed services
Tom - you've received a Billion$ worth of comments, best of luck sorting them out.
Consider this - you're sellers are sellers/closers - NOT appointment setters.
Hire or subcontract the Industries finest appointment setters - pay them for
performance by criteria you establish. Measure them daily and quantifiably. Once they
have appointments set THEN put your sellers in the mix - perhaps on the phone first,
then face to face as the situation dictates.
You'll be able to track "pure" sales performance unhindered by the burden of
appointment setting. The A players will thrive, B players will be more clearly identified
and the others will be quickly exposed.
Most likely - your cost of sales will go up only incrementally, your profitability will go up
exponentially as your revenues increase. Should make You, Your team and the CEO look
like the pros you are.
Michael P. Monroe is an independent, cloud & premise based Unified Communications & Collaboration (UCC) consultant
with over twenty years of global sales, business development, management and marketing experience leading,
developing and contributing to Information Technology and Telecom companies ranging in size from Global 1000, Fortune
500, INC.500 to start-ups.
He engages as an advisor to the information and communication channel, C-level Enterprise executives & SMB clients on
go-to-mark et strategy, channel readiness and enablement, sales targeting and execution - for UCC solutions.
Additionally he serves in a thought leadership role to end-users - who are contemplating, rolling out or upgrading UCC
solutions - consulting on adoption, usage, risk identification & mitigation and cost justification.
Principal @ HEMA in San Clemente, CA | 949.226.5302 | mpmonroe1@cox.net
Executive | Strategic Sales| Consultant | Unified Com & Collaboration – Cloud Solutions & Services
www.linkedin.com/in/mpmonroe
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