Learn what being a member does for you
The Seller Styles
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Certified Master Sales Trainer (CMST®)
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Certified Professional Sales Associate (CPSA®)
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
About Our CEO
Standards of Conduct
Common Questions and Answers
How To Build An Effective Appointment Setting Team?
When it comes to generating the right sales leads, it is important that you form the right B2B appointment setting team for the job. Remember, these people will be manning the frontlines, and you need them to be the best at the job. They have to be, since a business prospect’s first impression is influenced by the kind of marketers that calls them. Still, you have to admit that not everyone is up to the task.
B2B lead generation is stressful work, where the rejection rate is high and the success rate is pretty low. Still, even with those numbers, the ones that succeed brings the most profit. You just have to make sure that the people handling your appointment setting are the best. And here is how you do it:
Know their strengths — keep in mind that there is no such thing as a superman. A marketer can be very good at one skill, and then totally lacking at the other. Your job, as the manager, is to partner your people up with those whose skill sets can complement each other. For example, a social media specialist can work with a telemarketing representative to create a more comprehensive B2B leads interaction.
Promote transparency — trust is a very important thing, one that can define the relationship between your team members. In the event of misunderstandings, it is your job to get them together and let them iron out their differences. Yes, this would be really painful at first, but later on, they will be able to work cohesively together.
Establish work rules — as you go about your lead generation campaign, you should inform your team on how you want the work to be handled. Are you the type that focuses on solving the problem, or do you prefer tracing who made the error, and then train them to ensure no repeat offense? This may depend on the kind of business you have and the kind of markets you are serving.
Show your support — this is important, since this can bolster the confidence of your marketing team, compelling them to push ahead with their campaign. You can do this by removing any obstacles in their way, as well as dealing with issues raised by business prospects and the like. Show them that you care, and they will do their very best for you. This is a winning arrangement.
Give them incentives — no, it does not have to be necessarily money. It could be any form, like a vacation, more flexible work hours, a trip to a day spa, or anything like that. As long as you can show that you appreciate their good work, they will be able to work well towards your goals.
These are the most important tips that you must remember when building your own lead generation team. Still, there are more that you can add as you go along your way. But if this is not your actual expertise, or if you do not have the capacity to hold one in-house, you can always outsource it to a competent sales leads agency.
About the author