MONITORING RESULTS OF A TELEMARKETING DEPARTMENT
Keeping track of your telemarketing efforts is important for many management reasons. By monitoring results, you can ascertain which of your prospect sources offer better lists, what types of buyers offer your agency the best selling opportunities, which of your telemarketers are doing the best jobs, what the ideal hours for calling are, and much more.
Unless you have an automated telemarketing system, you'll need paper forms to help you track the telemarketers' progress. Five forms should help you in this endeavor. A brief description of each follows:
PROSPECT LOG: Keep track of every call your telemarketers make with this form. Each telemarketer should submit a copy of this form every day to the producers with whom appointments have been scheduled.
Keep track of every call your telemarketers make with this form. Each telemarketer should submit a copy of this form every day to the producers with whom appointments have been scheduled.
DAILY CALL SHEET: Your telemarketers should present this form to their manager so that their daily progress can be monitored.
Your telemarketers should present this form to their manager so that their daily progress can be monitored.
WEEKLY TOTALS: Again, this form should go to the sales manager so that he or she can monitor each telemarketer's phone activity. You may prefer to use this instead of or in addition to the Daily Call Sheet.
Again, this form should go to the sales manager so that he or she can monitor each telemarketer's phone activity. You may prefer to use this instead of or in addition to the Daily Call Sheet.
EXPIRATION TICKET: One of these forms should be filled out for each X-date the telemarketer receives. Have the telemarketer file these sheets by month so that these prospects can be easily contacted in advance of their X-dates for appointments.
One of these forms should be filled out for each X-date the telemarketer receives. Have the telemarketer file these sheets by month so that these prospects can be easily contacted in advance of their X-dates for appointments.
X-DATE BANK RESULTS: If your producers complete these forms on a regular basis, it will help you monitor the quality of your prospect lists and telemarketing efforts.
If your producers complete these forms on a regular basis, it will help you monitor the quality of your prospect lists and telemarketing efforts.