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Sales Prospecting Perspectives

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Why Closed Loop Feedback OptimizesTeleprospecting


Have you ever dined at a restaurant where the gratuity is automatically added at the end of every bill?  If you haven’t, I can tell you that it certainly does not compare to the dining experience where the server is accountable to fulfilling the satisfaction of their clientele in order to earn “positive feedback” – the tip.  After my server forgot about my meal, then brought fish when I wanted a burger, it all made sense as to his service, when I received my bill with 20% gratuity automatically added.  I can assure you I never revisited that restaurant. 

As part of our training process, we emphasize the importance of a "highly qualified" opportunity.  Why is this important?  Well, as they say, the proof is in the pudding.  You can tell your inside rep over and over you need leads with shorter timeframe, a more defined budget, or a more fleshed out “scope of opportunity”, but if they are hitting their activity numbers, these requests could fall on deaf ears.  Nothing will have a greater impact on developing prospecting strategies quicker and more efficiently than holding your BDR accountable with a closed loop feedback process.

Closed loop feedback opens doors of communication that may have never existed before.  If the manager at the restaurant never received a complaint about her waiter's poor service, how would they know that their meager tip was left for any other reason?  If your inside rep is compensated on positive feedback, you bet they will reach out to the outside sales rep as to why the previous opportunity was not deemed successful and how they can better qualify the next one.  Bridging this communication will accomplish optimal end results for all parties involved. 

For more information on the closed loop process, check out part three of Pete's eBook, Driving Marketing ROI


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