We are often asked how many telemarketing calls our call centre agents make in a day / week / month. It’s an interesting question, and one we often ask back to those enquiring about our services.
We are of the strong belief that sales is a numbers game. Telemarketing is tough, and most people will do anything to get out of it – always prioritising other tasks over cold calling. However, telemarketing calls are a critical part of the sales process and will ensure your sales pipeline continues to build.
However, it is also important to note that there is a big difference between sales prospecting and wasting time talking to people who are not the decision maker; or were never in the market for your product or service in the first place.
The answer is “it depends”.
As usual with us here at FMG it comes down to numbers – and requires constant measuring and monitoring. This measurement helps figure out how many telemarketing calls ‘need’ to be made, and also tracks the ongoing performance of telemarketing activity.
For us at FMG we track the following for every single appointment setting or lead generation campaign that we work on
Although we do find that taking a scientific or analytical approach to working out how many telemarketing calls you need to make to generate a sales lead helps. And we are not the only ones who think this way.
Below is a formula we have come across when trying to figure out how many telemarketing calls you need to make
V = Desired sales volume (revenue figure) per sales rep per year
CR% = % Close rate of appointments (what percentage of your appointments result in a sale)
R = Average revenue per sale
CC = Number of telemarketing calls per day
AR% = % of cold calls that result in appointments
D = Number of days to cold call per year
V = CC x D x AR% x CR% x R
CC = V / (D x AR% x CR% x R)
Following this example if you have…
Then your sales rep will need to make
CC = $1M / (200 x 5% x 25% x $10,000) = 40 calls per day
We have used nice round numbers – but following this formula with your own numbers should give you an idea of the volume of telemarketing calls (to the right people) that your sales reps should be making.
You can read more about this formula here
If the numbers for the telemarketing activities of your sales team are not close to what the formula above tells you they should be making, then maybe you should consider outsourcing your telemarketing to help support your sales team. Partnering with an Australian Contact Centre like FMG means you will have experts managing the telemarketing for you. Outsourcing your telemarketing or appointment setting to an expert team
Find out more about outsourcing your telemarketing or running it in-house – the real costs of hiring your own telemarketer. Read our Blog on the topic.
What would 10,000 new sales prospects do for your business this year? Read more
Contact us today to learn how we can do the same for you.