Telemarketing Lead Generation Blog

4 Steps to Motivate Your Telemarketing Lead Generation Team

Posted on Mar 4, 2008 by Jon Plant, Account Executive

Having worked in telemarketing operations management prior to joining TeleNet’s account management team, I know firsthand how important having highly motivated agents is to producing a successful telemarketing lead generation program. While much of the agent motivation is the responsibility of your telemarketing outsourced vendor, following are four things that marketing managers can do to help ensure your telemarketing lead generation team stays motivated and continues to produce highly qualified sales leads.

1. Company Branded Items: Everyone likes free “stuff”. Branded items like t-shirts, pens and coffee mugs are nice items to receive. Since your dedicated lead generation agents are acting as an extension of your team, why not fit them with some of the gear that your internal employees may be using. The idea is to make your agents feel as if they are a part of the overall sales and marketing team.
2. In-person Interaction: Remember, your lead generation team is acting as an extension from your sales & marketing. By meeting face-to-face, your telemarketing team can see who they are ultimately providing qualified telemarketing sales leads to. The initial campaign kickoff usually serves as the best time to begin this interaction. Regular call calibration sessions, quarterly product trainings and general feedback meetings can achieve the personal touch on an ongoing basis. Interaction between the agent and the product / service experts can be a very powerful motivator. Again, the idea is to create a team attitude.
3. Feedback on the Leads: From the agent’s perspective, it can be very frustrating not knowing what happened to a large lead that was uncovered. Did the enormous sales lead close? Are the sales reps happy? Did I provide enough information for the sales rep to successfully follow-up on the telemarketing lead? These are all questions a telemarketing agent is thinking after they uncover a qualified “sales-ready” opportunity. General lead feedback from the sales force can serve as a motivator for your lead generation team. Not only does this feedback serve as a way of improving performance and quality, but it also allows the agent to feel a sense of accomplishment. Who wouldn’t want to know that they uncovered the deal of the century?
4. Thank You: This one may sound the easiest of all but it often gets overlooked. A simple personalized email, handwritten note or even a team meeting expressing thanks can really serve as an effective motivation tool for your dedicated lead generation team. Being a former operations manager myself, I witnessed firsthand how powerful a “thank you” or “good job” can be. I have found that the easiest motivator is in the simplest form. It is always nice to get a pat on the back for a job well done and getting this feedback from the beneficiary of ones work can really go a long.

Tagged: telemarketing sales leads, lead generation, telemarketing leads

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• Jon Plant, Account Executive
• Jon Plant, Program Director
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