When it comes to growing your business, one of the most critical decisions you will make is hiring the right people for the job. Two of the most common roles in sales are appointment setters and sales representatives. While both are essential, they serve different functions in the sales process. This article will explore the differences between the two roles and help you determine which one is right for your business.
What is an Appointment Setter?
An appointment setter is responsible for various appointment setting services. Generally this means reaching out to potential customers and scheduling appointments for sales representatives. They are usually the first point of contact between a company and its customers. Their primary responsibility is to generate leads and help sales representatives close more deals. They are typically responsible for the following tasks:
- Cold calling potential customers
- Following up with leads via phone, email, or social media
- Qualifying leads to ensure they are a good fit for the company’s products or services
- Scheduling appointments for sales representatives
- Maintaining accurate records of all interactions with leads
What is a Sales Representative?
A sales representative, on the other hand, is responsible for closing deals and generating revenue for the company. They work closely with potential customers to understand their needs and offer solutions that meet those needs. They are usually responsible for the following tasks:
- Meeting with potential customers in person or via phone or video call
- Demonstrating the company’s products or services
- Negotiating prices and terms of the sale
- Closing deals and generating revenue
- Maintaining relationships with existing customers
Pros and Cons of Hiring an Appointment Setter:
- Cost-effective: Appointment setters are generally less expensive to hire than sales representatives.
- Time-saving: Appointment setters free up sales representatives’ time, allowing them to focus on closing deals.
- Efficient: Appointment setters are trained to handle objections and qualify leads, ensuring that sales representatives only meet with potential customers who are interested in the company’s products or services.
- Limited knowledge: Appointment setters usually have limited knowledge of the company’s products or services, which can be a disadvantage when answering potential customers’ questions.
- Limited interaction: Appointment setters are only responsible for setting appointments and may not have as much interaction with potential customers as sales representatives.
Pros and Cons of Hiring a Sales Representative:
- In-depth knowledge: Sales representatives have a deep understanding of the company’s products or services and can answer potential customers’ questions with confidence.
- Relationship building: Sales representatives build relationships with potential customers, which can lead to repeat business and referrals.
- Closing deals: Sales representatives are trained to close deals and generate revenue for the company.
- Expensive: Sales representatives are generally more expensive to hire than appointment setters.
- Time-consuming: Sales representatives spend a significant amount of time meeting with potential customers, which can limit the number of deals they can close.
- Inefficient: Sales representatives may spend time meeting with potential customers who are not interested in the company’s products or services.
Q: Can an appointment setter also close deals?
A: While it’s possible for an appointment setter to close deals, their primary responsibility is to set appointments for sales representatives. Sales representatives are usually responsible for closing deals and generating revenue.
Q: Do I need both an appointment setter and a sales representative?
A: It depends on your business needs. If you have a small sales team, it may be more efficient to hire a sales representative who can handle both appointment setting and closing deals. However, if you have a larger sales team, it may be more efficient to hire separate appointment setters and sales