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Greg Brown offers some practical advice in his work.com ‘Guide to Sales Incentives’. His best advice?
Make the program simple. Easy to understand, easy to measure, easy to track. Provides the incentive to get the job done without having to get bogged down in the details.
Promote it, promote it, and then promote it some more. Leverage the program to the hilt by referring to it constantly.
Track progress publically. This ensures accuracy but, more importantly, it taps into the competitive juices of the Telesales people.
Be sure to have the rewards on hand. Make it real and make sure your reps trust the program by rewarding in a timely fashion.
In a survey of 205 b2b marketers and a review of the results of thousands of telemarketing campaign records, TeleNet Marketing found that it took an average of 7 calls to connect with C-Level prospects and that it took up to 12 calls to C-Level contacts before daily call returns started to drop off. The full survey results are presented on Marketing Sherpa, reference article 30060.
Recommendation: Tell your reps the results are in the numbers. And be sure that they are armed with targeted voicemail scripts which give the prospect a compelling reason to return the call.
As a Sales Manager, are you spending a lot of cycles trying to identify the best compensation plan, the right incentives, the most motivating sales contests? In his article, ‘Stimulate Your Staff With Questions’, Keith Rosen, The Executive Sales Coach TM, recommends that sales managers ask their sales reps to identify what motivates them.
Here are his suggested questions:
Outside motivators are good, internal motivation is better.
Covering topics ranging from telemarketing to customer service, prospecting to account management, this blog provides tips, techniques, and practical advice about the business of doing business by phone.
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