3 Key Reports To Run When Analyzing Your Teleprospecting Campaign.
Adaptation is the key to any successful teleprospecting campaign. You’ll have your list, your script, your reps, and your CRM ready to roll. You’ve done it before and logic would dictate that you just need to replicate previous successful behavior to ensure success. NOPE, this is not the case. That is the beauty of our business. No two campaigns are exactly the same. One of the cornerstones of our success at AG over the years has been understanding this very fact and treating each new campaign uniquely. This mindset creates a project management culture here that evaluates performance daily and is constantly on the lookout for ways to improve each unique campaign. The food that fuels this improvement comes in the form of our comprehensive reporting. The daily analysis that AG Directors look at educates and empowers them to make aggressive and timely course corrections that ensure that we generate boat loads of forecast for our clients. We’ve compiled the 3 reports we find most useful for this and I have shared the details on them below. 
It isn’t enough to evaluate each project by the basic metrics and rates (calls, connect rate, and Lead rate). You’ve got to map those aforementioned metrics against firmographic and demographic data to gain a real understanding as to where your campaigns successes and failures are occurring.
Below are the 3 reports we view as the most impactful in the management of an ongoing teleprospecting campaign:
1. Connect Rate by Job Function: (connect rate is Total Conversations / Total Activity)
What this report tells you: This report lets you know where conversations are occurring within your target organizations, and what level are your teleprospecting reps communicating at.
How to use it: If your number of leads passed is low for your project this report can be a huge help. There is often times a direct correlation to the level in the target organization at which your reps are talking and lead performance. Perhaps they are too low...or maybe too high. Either way, you may see some consistencies here that you can hone in on.
2. Total Activity by Employee size or Revenue or both:
What this report tells you: This report lets you know where the focus of your overall activity is by size of company.
How to use it: This report is especially relevant at the start of a campaign. You want to be casting a wide net at the start and this report can help you stay on course with that requirement. If you see your teleprospecting reps activity skewing too far up or down the company size spectrum, you can use this report to correct that behavior. Later on, once you’ve got stats to prove where the hot opportunities may be by size, you can use this report again to make sure the activity is skewed in one direction.
3. Leads by Job Function:
What this report tells you: Where the leads are coming from by role\title in the target organizations.
How to use it: This report is huge, but is best used after the first month of calling when you have a critical mass of leads to review. Logically, this report will help you to refocus your efforts on those titles\job functions that are showing the most interest. That is a no brainer. Where this report becomes incredibly useful is when you decide to go buy some more names to feed into the campaign. This report helps you increase efficiency of your teleprospecting reps, but more importantly can help you to maximize your investment in lists by allowing you to be more exact in your request.