Before you begin an inside sales or cold calling campaign, there are several key questions you should address with your sales team:
- What would a quality sales appointment look like? How would those leads or appointments be qualified?
- How many leads or appointments do they need to be effective? What is the threshold where they are most effective? How many qualified leads or appointments can they handle?
- How will they convert those leads into sales and what tools could they use to more effective?
If you are considering a cold calling campaign, please remember that formulation of the program prior to calling efforts is critical. The program should be structured so that it meets your needs in terms of quantity, quality, and conversion.