Most prospecting programs suffer from being overly complicated, difficult for Sales Reps to use and lacking accurate metrics to identify strengths and weaknesses. Here is a simple self-check to evaluate the efficiency of your current program.
ContactScience® is a process-based approach. As a business process, telephone prospecting is totally transparent. Management can use accurate and actionable metrics to continuously improve performance.
Prospecting correctly, according to plan.
Prospecting efficiently and effectively.
Hitting their dial goals.
For Sales Reps, the process approach eliminates the need to ‘think and remember’ where they are in the pursuit, what to say or send, and what to do next. ContactScience® guides the Sales Rep through the ideal prospecting process that Management has designed.
ContactScience® Prospecting reports on itself. Sales Reps do not do anything to report their activity, the application does this for them. As a result, the metrics are exceptionally accurate.
The weekly performance report provides all the information needed to analyze reporting.
To start, Managers need only two metrics to the analysis of Sales Rep performance - the Conversation Ratio and the Appointment Ratio.
DIAL
CONVERSATION
APPOINTMENT
is the ratio of conversations generated to suspects pursued. (Conversation Ratio)
is the ratio of appointments set to conversations generated. (Appointment Ratio)
Managers have three
basic roles in a telephone
prospecting program:
1. Design the plan.
2. Make it easy for the Sales Rep to execute the plan correctly.
3. Review the metrics and identify remedies to shortcomings.
ContactScience® helps Managers to design the plan and to make it easy for the Sales Reps to execute it. We also help Managers to review the metrics and identify remedies.
The Prospecting package includes Manager training on how to monitor, measure, analyze and improve prospecting performance.
Typically, it takes about 30 minutes each week to review and analyze a report with a Sales Rep. In some cases, the Sales Rep can analyze their own performance. Everyone is on the same page.
For many managers, managing a telephone prospecting program and coaching a Sales Rep to set more appointments seems daunting. It is not.
For companies where the telephone is key to growing revenue, the ‘engage’ element of a Sales Engagement Model becomes the most important.
Keeping the ‘engage’ in Sales Engagement simple is the key to success. That is what ContactScience® can do for you.