Measuring Inside Sales Numbers
Since reaching sales goals is a numbers game, there is no better way to evaluate your sales process than looking at numbers.
There are several categories of numbers to evaluate in B2B telemarketing:
- Telemarketing (Cold Calls)
- Telemarketing (Warm Calls)
- Telemarketing End-Results (Appointments, Leads, Not Interested, Not Qualified, Bad numbers, etc.)
Telemarketing (Cold Calls): Companies should focus on the total number of calls that resulted in speaking to decision makers and how many calls resulted in scheduling a meeting and closing the sale. (Compare number of dials to presentations to appointments to sales). If dials per day are not resulting in a good sales pipeline, a numbers evaluation study could be helpful.
Telemarketing (Warm Calls): It is important to have a system in place to tally end-results for all warm calls/follow-ups. Total the number of follow-up calls and end-results. A missed follow-up is a missed potential sale.
Telemarketing End-Results: This is a very important category for evaluating numbers. End-result identification statuses when totaled can reveal problem areas. Once problem areas are identified, a company can create solutions for successful results going forward.
Review other parts of a marketing program:
Telemarketing Sales Script. An effective telemarketing sales script is essential in reaching the decision maker. The script should introduce your company, provide enough info to peak interest, identify key talking points and develop rapport while overcoming common objections.
Databases. The following list of database situations will affect the outcome of results:
- Poor quality leads
- Bad Numbers
- Outdated contact info
- Existing customers
A company’s inside sales team will increase their sales pipeline by applying solutions determined from evaluating telemarketing numbers. How do you measure up in the sales arena?
Contact the B2B telemarketing experts to plan your next successful marketing program!
(888)443-5247 or click here to get on our calendar
