It is so important.

Many organisations who have telesales or telemarketing teams will have a good idea about what results they produce each. This may be appointments or sales etc. However do you also record the amount of activity that produces those results ? By this I mean the amount of calls, the amount of times they get through to the right person (i.e. the decision-maker) and what proportion of those ’selling opportunities’ they turn into the desired outcome.

Without understanding this profile how can you identify how they can most easily improve ? Where the weakest link in their personal chain is ? How can you support and motivate them ?

Furthermore they need to be recording these results for you themselves so that there is a degree of personal ownership. The audio CD Measure, Monitor, Motivate in the phone team management section of the website covers this subject. Click on this link to get there directly http://www.associatedlearningsystems.co.uk/product_detail.asp?ProdID=26 Some organisations will record activity remotely and electronically and will perhaps feed it back to the team on a monthly basis. But if the team hasn’t been recording the results themselves and haven’t got an idea about what results they are generating, they can’t do much to influence it can they ?

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This entry was posted on Monday, December 8th, 2008 at 10:30 am and is filed under Telemarketing CDs, Telesales team management . You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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