I understand he won't be selling. I think there is a problem paying someone based solely on sales (albeit, bonuses for sales goals, profitability, etc, I think are okay). Anything that is perceived as splitting commissions will likely get you into trouble. Paying a telemarketer solely based on sales will probably cross this threshold. Now, in reality, he would have to complain for it to ever come up, but why risk it.
I would propose you pay a set fee per appointment, and then a 'bonus' for quality if the closing ratio is above a certain percentage. You would have to be clear on how closing ratio is measured, since if you close a lead 3 weeks later, how would it count????
In other words, you could probably do something like $15 per appointment set, with a $10 bonus per appointment if closing ratio is above 50% for appointments held that week. That would give him $25 a lead but only if the quality stayed high enough. It wouldn't be a commission split, since it is paid on all leads, not just those that are closed. It would protect you from lead quality decreasing.
I don't know if there is any perfect way of doing this. I've tried hiring telemarketers a few times, never with any success. I think it is very market driven, voice and tone driven, perceived confidence, etc. If you have someone who does well, I would find out how much they weigh, and pay them that in gold.
Dan
I would propose you pay a set fee per appointment, and then a 'bonus' for quality if the closing ratio is above a certain percentage. You would have to be clear on how closing ratio is measured, since if you close a lead 3 weeks later, how would it count????
In other words, you could probably do something like $15 per appointment set, with a $10 bonus per appointment if closing ratio is above 50% for appointments held that week. That would give him $25 a lead but only if the quality stayed high enough. It wouldn't be a commission split, since it is paid on all leads, not just those that are closed. It would protect you from lead quality decreasing.
I don't know if there is any perfect way of doing this. I've tried hiring telemarketers a few times, never with any success. I think it is very market driven, voice and tone driven, perceived confidence, etc. If you have someone who does well, I would find out how much they weigh, and pay them that in gold.
Dan
