Inside Sales Surveyor

Position Description – Inside Sales Surveyor

 

 Position Purpose

 

Entry level data entry position, which provides a regular flow of qualified prospects to the inside sales force by updating and maintaining lead lists.

 

Qualifications

 

Surveyor must have good verbal communication, good written communication, and superior organization skills.

 

 Goals

 

·         Provide qualified leads to the inside sales force through Onyx.

·         Act as a quality assurance source for Onyx data.

·         Communicate with clients to identify, input, and/or verify qualification survey data through Onyx.

·         Update and/or verify owner information including company name, contact name and title, address, phone number, fax number, and email address.

·         Add/disqualify leads as needed.

 

 Expectations

 

·         Qualify raw contact records to be able to rate how closely a prospect profiles to our current customer base.

·         Work with Sales Managers and Account Executives to gather qualification data on accounts they have prioritized.

·         Use Onyx List Management to provide Sales Managers with requested information not found on regularly published Onyx reports.

·         Answer inbound calls and other sales inquiries and qualify them as much as possible before handing them to an appropriate Sales Manager.

·         Provide local support for national direct mail programs as required by the Advertising Department.

·         Execute additional prospect generation activities for the assigned market or teams as directed by Sales Manager.

·         An ISS should complete at least 200 surveys each day to keep a steady flow of prospects moving into the sales cycle. 

 

 Key Behaviors

 

Provide DAILY flow of qualified prospects to the Sales Manager.

Maintain thorough documentation of activities in Onyx.

Demonstrate a level of knowledge in Onyx to provide summary information to local Sales Management.

Exhibit behaviors consistent with core values: honesty, initiative, innovation, development, adaptability, diligence and cooperation.

 

Qualifying Accounts

 

The primary responsibility of the ISS is to provide a steady flow of prospects to the Inside Sales Associate.  The main activity will be to log into Onyx and qualify prospects using the Qualification Survey.  This survey asks nine questions which help determine how likely a prospect is to purchase Teletrac and what level of experience an AE would need to successfully work on a particular account.

 

The questions are typically easy for anyone with a working knowledge of their employer’s business to answer.  This allows the ISS to gather the information without necessarily speaking with a “decision maker”.  In some smaller businesses, the ISS will need to speak to the business owner to get the needed data.  It is likely that a decision-maker would express a high level of interest in seeing an AE when this happens. 

 

Some accounts will be disqualified because they are no longer in business, or they are long haul truckers.  Other accounts will not be able to use our services currently because they are outside of our current coverage area or are using a competitive system.  Still other accounts will not cooperate with answering the survey questions for one reason or another.  In these cases, ISS will designate the appropriate Resolution Code, (Disqualified, Future Opportunity or Recycle), for the account along with the reason.  These accounts do not count as completed surveys for productivity measuring.

 

The accounts are assigned to the Sales Manager by the ISS for final assignment to an ISA.  An ISS should complete at least 200 surveys each day to keep a steady flow of prospects moving into the sales cycle. 

 

Recycle Mailing

 

The ISS’s second priority is executing the local direct mail program.  This mainly consists of mailing materials to accounts in the Recycle status.  The ISS reviews the recycle reason code and mails materials according to the plan for that particular reason.  This may be one mailing or it may be a series of materials to be sent, depending on the issue at hand.

 

If the prospect in the Recycle status does not have a completed Qualification Survey, the ISS is responsible to follow up on the mailing program with a phone call.  Again, the main focus here is to gather the qualifying information but it is likely that our mailing program has generated enough interest that an appointment is requested by the contact.

 

Inbound Calls

 

The 800 number used on our marketing materials is a “smart” number.  It directs call to the nearest Teletrac office for answering.  These calls are the responsibility of the ISS to answer.  (When a mass mail campaign is under way, a central 800 number will be temporarily used and an outside agency will be contracted to handle these high volume call situations.)  The ISS’s responsibility is exactly as if this is a survey call. Collect the qualification data, assure the prospect that the appropriate person to answer his questions will contact him shortly and assign the record to the Sales Manager.

  

 Providing Analysis

 

ISS’s will be trained to use the List Management feature of Onyx.  This allows the ISS’s to provide data to the Sales Manager and General Manager so that they have a complete understanding of how the sales and marketing efforts are working in their market.  List Management allows you to sort an entire database based upon specific criteria of interest.  The reason that ISS’s will be trained in this function as opposed to

training all sales personnel is that this function requires heavy use of the system processor.  If too many simultaneous requests came into the server, this could freeze the onyx network.  With this in mind, the ISS may be restricted to List Management activities based on a daily schedule.

 

 Checking for Data Accuracy

 

Occasionally a process will cause Onyx fields to be inaccurately populated.  This may be the result of a flawed data import procedure, a training oversight, typing errors, etc.  The ISS is responsible for notifying the Onyx Database Administrator as soon as any such problem is identified.  The ISS may also be asked by a Sales Manager to verify data entered by an Account Executive.  The results of this verification can impact an AE’s bonus plan and should therefore be communicated in confidence back to the requesting Sales Manager, making sure the documentation in Onyx is complete.