---

One of the key reasons a company sets up a telemarketing or inside sales team is to generate leads for the business or appointments for the outside sales force.


The thinking is usually that it is cheaper to hire someone for $10 bucks an hour than to have a salesman on the phone when they should be out in face to face situations.


The Total Telephone Effectiveness Company has experience with both of these sales structures and with the economy as it is today, very often the sales person is in a position of having to wear two hats - one is that of generating their own leads and then going out to sell into that organization.

We are not sure if this is the right approach and the jury it out on that final answer. However, the objective of the two activities is totally different and demands a different approach, skill set and expectation.


As in any sales or marketing, you must measure. You must measure your numbers, your dials your contacts your leads/appointments and then look at the time involved against the results an determine which strategy you should adopt.

What is the conversion rate, what does it need to be to justify these kind of percentages and costs?