Using Numbers to Judge Your Inside Sales Team
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 (Follow-up Calls)
- Telemarketing End-Results (Appointments, Sales, Not Interested, Not Qualified, Bad Telephone Numbers etc.)
Telemarketing (Cold Calls):
Companies should focus on the total number of calls that resulted in speaking to decision makers and how many 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 will be helpful.
Telemarketing (Follow-up Calls):
It is important to have a system in place to tally end-results for all follow-ups. Tally the number of follow-up calls and end-results. A missed follow-up is a missed potential sale.
This is a very important category for evaluating numbers. End-result identification statuses when tallied can reveal problem areas. Once problem areas are identified a company can create solutions for a successful sales pipeline. Here are a few examples:
- Too many “not qualified” statuses would require a look at the quality of the data bases.
- Too many “not interested” statuses may indicate a need to look at the quality of the script, data bases and/or training of telemarketers.
The following are other categories to consider in evaluating end-results when considering numbers:
- Telemarketing Sales Script (How effective is the script)
- Data Bases (What is the quality of the data bases)
- Quality of leads
Telemarketing Sales Script:
An effective telemarketing sales script is essential to reach the decision maker, identify your company, and develop product interest, present knowledge information about the product you sell, develop rapport and overcome objections.
You will not be successful in telesales without an effective telemarketing script.
The following list of data base situations will affect the outcome of achieving a successful sales pipeline:
- Poor quality leads
- Wrong Numbers
- Outdated contact info
- Existing customers show up in data base
- Contacts called too frequently
Quality of Leads:
A qualified lead is a potential customer who meets buying criteria. A qualified lead will identify who the decision maker is for what you sell.
A company’s inside sales team will increase their sales pipeline by applying solutions determined from evaluating telemarketing numbers.