Performance

[Jade]

Hi this is my first post hope to get some great potential solutions from all you guys.

I will give you an analogy of what is happening in the program for better understanding. Like any other product life-cycle a project will also go through the introductry phase, growth stage and fianally the maturity stage. We are running thi project with 20 seats now and are achieving an SPH of close to 0.6 which is pretty good, however the issue is we are stagnating there. We have tried giving out performance based incetives and also growth incentives to people, but its not fetching me any great results. My target is 0.75 but somehow it looks a little tough. The vertical that we are targeting is Mortgage and the real state in the US, any help would be highly appreciated.

[BeardedGuy]

Hi Jade,

I have had similar expereince in the past Dealing with the same Vertical.

Gnerally the SPH is Misleading as this could be Calculated on the Conversion Rate or the Leads that your team is able to generate.

What has been observed is:

SPH - Has direct relation to the Lead List Quality. What I mean is that the relevance of the Lead List to the Profile of the Customer you are Targeting. For eg. Aged folks and Folks on Social Security benefits might increase your Contacts Per Hour and Hence increase the chances of the SPH to go high, but the conversion is not Guranteed.

Once you are sure of the Profiling of the Target Customers and You have appropriate Lead List, I would suggets that you gether your Team and Detail them on WHAT IS YOUR TARGET CUSTOMER! HOW CAN HE BEST DESCRIBED! WHAT INFORMATION ABOUT THE CONTACT IS INDICATIVE OF HE/SHE BEING THE RIGHT PROFILE FOR THE PITCH.

Once this is Done, I would suggest that you ADVISE THE TEAM "TO SPEND MORE TIME TALKING THESE IDENTIFIED FOLKS".

Thsi practical approach has been Identified to Work when I was handling OutBound Mortgage Campaigns.

I also advise to Arrange for and Provide a Call Back number for the Not so interested folks so as to Increase the Probability of Converting Contacts into Leads and Sales.

Cheers/AKHSAN

[Jade]

Thanks for your reply... we are targetting the C & D credit customers with parameters like atleast $40k annual income and things like that , moreso the database has been obtained after a lot of research, however are there any other points that you can shed some light on that could help us a better calling list for obtaining sub prime customers?