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The Sales Buzz Issue 287 - Telemarketing Targets and Activity to Hit Goals
September 25, 2015

Telemarketing Targets and Activity to Hit Goals

Telemarketing targets should support your goal of achieving sales revenue objectives.

But many small businesses and self employed people don't fully use the cold call figures and statistics to plan for their success.

Here's a quick check on your telemarketing planning:

Do you have a definite target for your new business sales revenue?

Do you know how many sales leads you will need month by month over the next year?

How many telesales or sales appointment cales do you need to make this month to achieve your targets for next month?

If you don't instantly know the answers to the above don't worry, you're not alone.

Many small businesses and self employed people work so hard, and have so many urgent tasks to do, that they don't take time to look at he figures and statistics on the activity that supports their business.

How Understanding Telemarketing Targets Can Help You

Having a new business sales revenue target gives you a figure on which to base your supporting activity.

When you have telemarketing targets for this activity you know how much more you need to do on each task, for example cold calling and lead generation.

And you know when to stop, whe youhave enough leads or sales appointments and when you should move on to the next action.

Many sales people, both employed by large corporate organisations and small business owners, get a shock when they calculate sales activity conversion rates and see just how many calls, how many sales apointments, and how many sales leads, they need for each sales that they generate.

Telemarketing Targets Example

If you don't know how many cold calls you need to make to acquire a new customer how do you know how many calls to make?

If your average sales appointment to closed sale conversion rate is only 1 sale in 5 appointments, and your average cold call to agreed appointments with a prospect is 1 appointment in every 7 calls, here's some interesting figures on telemarketing targets for you:

To make 10 new sales you will need to attend 50 sales appointments.

To make those appointments you will need to make 350 cold calls.

5 appointments for every sale x 10 sales = 50 appointments. 7 calls for every appointmet x 50 appointments = 350 calls.

And that can be a shock to many people that have not looked at the figures before!

Your appointments may come from other sources, incoming enquiries, Internet marketing responses, or other warm leads.

But wherever they come from, put your numbers into the calculation above and see if you have enough prospects for your next 10 sales.

See more on setting a new revenue sales target for yourself or your small business at Sales and Telemarketing Technique...

And to see more on understanding the figures for supporting telemarketing activity go to Telemarketing Techniques...

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