The Front End to a Viable Sales Funnel

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: alicia@somametrics.com

❖ www.somametrics.com

❖ 510.206.9263