Any tips for putting together an incentive plan for “inside sales” employees? We are trying to get our employees into a “value-added selling” frame of mind (instead of price-point) and want to provide an incentive.
It’s probably best to start with the total comp needed to attract the right kind of people into the role, and a reasonable number of appointments they should be able to set…
Telesales generally comes in two big categories: inbound and outbound. Inbound reps are responding appropriately to the calls that come in, generally triggered by marketing of some kind (ads, promotions, etc.). Outbound reps target prospects and initiate contact themselves.
In some businesses the job of identifying qualified interested prospects is done by an inside lead generation role. When considering incentive compensation arrangements for these roles, these tips may be helpful…