A Culture of Continous Recognition

Modern work place

Why do people work? Do people work only to earn money, pay bills, and live in some comfort? Or might they also work for a more inherent reason?

We all need money to live in comfort and to support our families. However, I believe that most human beings thrive in environments that provide recognition for their accomplishments. While you can assist your roommates or family members at home, whether or not they will notice and appreciate your efforts is often a crapshoot.

On the other hand, I believe that a place in which we can be recognized consistently is at work. When we are at work, we are measured for our contributions toward revenue growth, or for our efforts that increase net profits. Revenue growth and net profits can be measured, and their increases are easy to appreciate because increases in these areas impress investors.

It is important that all individual employees be given a set of metrics or Key Performance Indicators (KPIs) that they can be measured on. If everyone is held accountable for their jobs and measured accordingly, they have a framework by which they can be recognized.

Once you have created the metrics and KPIs, you have the framework to build a consistent recognition process for every contributing member of the company which can be implemented across the organization. As I mentioned earlier, I believe that people thrive on recognition. To help your employees thrive, your company should consider building a continuous recognition program.

A continuous recognition program may recognize those individuals who consistently meet their objectives. This is an easy place to start. To get your entire organization to flourish, however, your company might consider recognizing employees who have made incremental improvements. You may want to recognize people who contribute to the greater community, for example. The continuous recognition program can be run as often as you’d like — monthly, quarterly, semi-annually, etc.

Give Managers the opportunity to do “spot” recognition, on the fly and in front of their teams. This type of recognition will prevent complacency. Imagine how you might feel if, out-of-the-blue, your manager recognized you and gave you the rest of the day off because of your contribution to the company.

The method of recognition can take many forms. As a company, decide if you will give days off, gift cards, cash, etc. However, don’t let these be the only forms used for recognizing your team members. A nice letter, on company letterhead, or a note of thanks can go a long way in motivating your team and building a “thriving” organizational culture.

Once you design a continuous recognition program and implement it, you will watch your team members and organization prosper

Telemarketing – Build the Infrastructure First!

Large office building infrastructure

Why is the Telemarketing Infrastructure So Important?

I have written a few blogs on the topic of the lead qualification process, however, I continue to find prospects without a clue as to the meaning of a lead qualification process or how to start begin the process.

Here are a few “Best Practice” tips that I share with all of our clients.  Numbers matter and to ensure that your company’s telemarketing is a success, the infrastructure needs to be in place to track the call activity and the progress of each lead.  Without this information, you won’t have the data to track the success of the Telemarketing team.  A successful Telemarketing organization is focused on generating qualified leads that build the sales funnel.  Without a pre-defined process, your team may not be successful.

Best Practices

Start by Mapping Your Lead Process into your CRM Your lead qualification process includes the questions that will help sales to move the sales process forward.  Most companies understand the basic qualifiers, such as:

  • Need– Prospect has a need for your solution or service
  • Authority– You uncover the person or people who can make a purchase decision
  • Budget– Prospect has assigned a budget for the solution or can set aside funds for
    the right solution or service
  • Timeframe– The prospect can make a purchase decision within a reasonable timeframe, for example, in under 6 months

These are generic qualifiers and from my perspective don’t really add value to the quality of the lead.  A lead that is highly qualified will have additional qualifiers that support your business.  These are the questions that provide intelligence that helps marketing build better campaigns and give sales a great overview of the prospect so that they are better prepared for their first prospect call.

Build a list of qualifying questions that are specific to your business and map these intoyour CRM.  Ensure that your Telemarketing team understands the value of this information and make sure that they ask these important questions.

Implement a Lead Approval Workflow

All leads aren’t created equal.  Some leads will need further development or may need to go into a nurture program.  Therefore, it is important to have a process where every lead can be reviewed and assessed before they become sales opportunities.

Build a lead approval workflow that enables your Telemarketing Manager to review the leads and pass on to Sales for final approval.   In addition, the approval process should give Sales an opportunity to validate the lead and approve or reject the lead, before it moves to the sales funnel.

Create a field that captures the “rejection” reasons, so that your Telemarketing team can understand why their leads are being rejected.  You can use this information to train your team and help them to improve their qualification skills.

Create Dashboards to Manage by the Metrics

Build dashboards to monitor the Key Performance Indicators  or Metrics that are important to your business.  These dashboards should include call activity and other sales related activity levels, campaign results and pipeline growth.  Dashboards will enable you to keep a pulse on your business.

Build the Infrastructure

Implementing these basic “best practices” will save your company a lot of grief.  You will capture intelligence that can help your marketing department improve its campaigns.  Sales will love your Telemarketers, because they will receive excellent leads from the team.  The review and approval process will ensure the quality of each lead passed to sales.