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The six Best Practices that will help you build a viable sales funnel and thus meet and exceed revenue targets.
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SOMAmetrics Business Consultancy
The Front End that Ensures a Viable
Sales Funnel
Build and Grow your Teleprospecting Team.
Teleprospecting Best Practices
SOMAmetrics
Teleprospecting Best Practices
Engine that drives a healthy, viable sales funnel
Needs the right number of Marketing Qualified Leads (150 per person per month)
1. Sales Funnel is King
❖ Marketing and Sales are responsible for building a quality sales funnel.
❖ For success they must agree on the qualification criteria and other key metrics
2. Hire Experienced Staff
❖ Your Teleprospecting Team is the first contact that prospects have with your company
❖ Junior people don’t have enough experience to make the initial contact with your customers
3. Focus on One Solution
❖ Teleprospecting is not effective if team members have to learn and sell multiple products/ solutions
❖ Product/solution focus delivers quality Sales Funnel
4. Key Performance Indicators (KPIs) & Metrics
❖ Manage the team by developing and implementing important and viable KPIs
❖ Have your Teleprospecting team build their plan for meeting these KPIs and objectives
5. Teleprospecting Playbook
❖ Is a set of tools that Teleprospectors use to guide them through the qualification process
❖ The best playbooks are written and assembled by people with sufficient knowledge (e.g. Product Marketing, Sales….)
6. Compensation
❖ Build compensation plans that drive desired behaviors
❖ And motivate Teleprospectors to excel at their job
❖ The major focus of any Teleprospector compensation plan should be on sales funnel and revenue growth
The Author - Alicia Assefa
❖ Over 25 years of Telebusiness and Sales Management Experience
❖ Her experience at over 50 companies has helped her to create a set of field tested best practices.
❖ Chief Operating Officer at SOMAmetrics, a business consultancy.
❖ Please email her with any questions or inquiries: [email protected]
❖ www.somametrics.com
❖ 510.206.9263