by Colleen McCarty, VP Talent & Organization Development &
Amy Keuper, VP Sales

We are frequently asked how projects are staffed at Initial Call. Initial Call has a robust recruiting and staffing infrastructure to ensure the best possible fit between our clients and our contractors. Here is an overview of our processes.

We recruit Sales Managers who have a strong background in Sales and Lead Generation, averaging over 10 years’ experience. Initial Call retains a high level of talent because we attract individuals who are now at a point in their career in which part-time work is the best fit. The average tenure for Sales Managers at Initial Call is two years. Each Sales Manager has specific skills but is prized primarily for an ability to learn quickly and adapt in order to represent a wide variety of client offerings.  

Initial Call is ever-growing and therefore adding new individuals to our pool. Client Teams are carefully selected to include proven veterans who can mentor newer Sales Managers. To be successful, Initial Call Sales Managers must:

• show an ability to work smartly and think like the client
• set well-qualified appointments within the hours-to-appointment ratio average of the individual client,
• respond promptly to voice and e-mail,
• take well-crafted notes within the CRM, and
• adapt according to the changing needs of the client.

When assembling project teams, we match our Sales Managers’ individual strengths and preferences (background and available work hours) with client needs. We consider:

• total project weekly man hours
• any significant time zone parameters
• which CRM will be used on the project
• skill sets needed to achieve the clients goals, and
• the complexity of messaging and appointment qualifiers.

Initial Call’s primary value proposition is that we provide complete inside sales management for companies who do not want to or are not currently prepared to build their own inside sales department. We absorb 100% of the Human Resources burden to provide a turn-key launch experience for our clients. In the rare case that we determine a Sales Manager we have placed on a team is not a fit, we act proactively and rapidly—and at our own expense--with whatever remedies or substitutions are necessary.

Initial Call’s commitment to superior performance frees our clients from the chore of finding, hiring, training and managing people. Our clients are then free to focus on their core competency---growing their business.