Ways to Improve lead to admission ratio.

Part 2.

Leads are expensive. All the leads will not walk-in at one go. They need to be

followed up. Do you agree?

If they have to be followed up , there has to

be more calls.

Hence their should be a call Center to increase the lead to walk-in/demo ratio that would ultimately lead to better lead to

admission.

However these people following up leads are not

call Center executive. They are rather inside sales team rather than bpo executive.

Difference between bpo executive and insidesales team. • Bpo executive uses call scripts where as Inside

sales people thinks and makes the most influencing pitch.

• Bpo executive makes 120+ calls a day whereas inside salespeople makes 40 to 80 calls a day.

• Bpo executive tries to close deal in one call; where as inside salespeople makes more than 4 touches to fix appointment or close a deal.

Difference between BPO executive vs in-house sales people.

• BPO executive sells low value product where inside sales people sells high prices product.

• BPO executives fulfils demand where as inside sales people can create demand as well as fulfils demand.

• BPO executives does not use emails where as inside sales people at times uses emails as well.

Difference between BPO executives vs In-house sales people.

• BPO executives have lower salary and high attrition. Inside sales people are just opposite.

• BPO executives job profile suits Dialer where as Inside sales people needs different type of Dialer but not predictive Dialer.

So what... How does it improves lead to admission ratio...

• Do implement inside sales team to increase walk-in/demo for the closer team. In start ups both the role can be played by the same person as start-up has low lead volume.

Would you try to build a house with a hammer

when you have nail gun?

• Implement " sales acceleration" tool for Inside sales team now. Give your inside sales team power guns.

In my next slide I will talk of what features are needed in sales

acceleration software that helps insidesales people.

Thanks and why do not we talk in the meantime...

• Sudip samaddar.

• Head of Marketing.

• 9999061525.

• sudip.samaddar@alliance-infotech.com