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.)
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.
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.
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:
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
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- Outdated contact info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
Contact the B2B
telemarketing experts to plan your next successful marketing program!
(888)443-5247 or click here to get on our