Science of Telephone

The Science of Telephone Sales Management
By Dr. Gary S. Goodman

I’m in the middle of building a new sales management seminar and I’m breaking out a separate unit on the differences between general sales management and the management of telephone sales.

And there are some crucial distinctions, though I just want to touch on one, here.

Telephone selling can be, and because it can be, it should and must be, SCIENTIFIC.

What do I mean?

First, let’s establish the value of science. When an area of study or conduct becomes scientific: (1) It is systematically and critically monitored, measured, and managed, and recognized as an important process; (2) Its mysteries are revealed over time; (3) And this leads to greater understanding and more consistent control of its causes and effects; its inputs and outputs, and its results and contributions.

Ultimately, science aspires to being able to say, like a recipe, if you heat water to 212 degrees, Fahrenheit, at sea level, the water will boil.

Keep doing exactly this, and you’ll keep getting rewarded with boiling water, which as we know has its uses beyond making pasta, significant as that one is.

A well run business seeks consistent and reliable results; in a word, predictability. This makes nearly everybody happy, from workers to shareholders.

Selling, as a discipline, as a field, also strives to produce consistent, reliable, and ever-improving results.