Setting yourself or your telemarketing team a target for the number of appointments they should aim to secure is crucial - it's a driving force and gives everyone a focus.

But what target should you set?

Let's work with 300 appointments over a 6 month period. This total figure would strike fear into many people and they'd be thinking: "I can't get 300. Six months is so far away. I'll never reach that target." However, if they adopt the DJR 8% Rule they'll smash their sales targets. Here's how it works.

The following example is based on a 5 day week, working 8 hours day which equals 40 hours per week.

Set your target at 300 appointments in 6 months

300 x 8% = 324 / 6 months = 54 appointments per month

54 x 8% = 58.32 / 4.3 weeks = 13.56 appointments per week

13.5 x 8% = 14.5 / 5 days in a week = 3 appointments per day

3 x 8% = 4 appointments in a day = 2 appointments per shift (ie 2 in the morning and 2 in the afternoon)

4 hours work in the morning = 1 appointment every 2 hours

Sounds more achievable now doesn't it?!

If your telemarketing consultant had a contract like this and actually generated one appointment every 2 hours, then over 6 months they would have generated:

40 hours x 24 weeks (6 months) = 960 man hours / 2 = 480 appointments in 6 months

Or they could have completed the 300 appointments in 3.75 months (less than 4 months) giving them 2 months to do other work.

The whole aim of target setting, and in particular use of this formula, is to get your telemarketing team to focus on the smaller more tangible target of 1 appointment every 2 hours or 2 appointments every 4 hour shift or 4 appointments in a day.

If you get them to adopt the DJR 8% Rule, they will smash sales targets. Let me know how you get on!

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