How many calls does your sales team make?
Too many?
Too few?
How do you know?
You may have heard the old adage “quality is better than quantity”. This is in part true, however there has to be a balance.
One of the neatest solutions to this problem is to look at what you already know.
You can easily work out your team's average transactional value, add to this your team's call rate (if you measure it on a CRM system) you can then work out the average number of calls it took to achieve each sale. Once you possess this information it is then much easier to discuss your team’s performance with them.
For example if caller (a) is making 20 calls a day and bringing in £100k a month and caller (b) is making 100 calls a day and bringing in 20K, it’s pretty easy to see that caller (b) is not spending enough time talking to clients and is more concerned with quantity than quality.
As a rule of thumb most professional telemarketing companies (not call centers! there is a difference in service level) will make between 50 and 60 dials a day. Any more than this is too many, and less is not enough.
Of course if you’re using a professional telemarketing company they will be ensuring that their team is reaching the required standard anyway!
If you’re having problem in this area, why not call the professionals on 01223 350 515
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