Other options will develop as your sales center matures. Compensation is always a difficult decision. Appointments that are kept is always a good place to start. Management then must define the meaning of an appointment and its value for producers. All too often the appointment is lost when scheduling gets burdensome.
Sales are always easy for paying incentives and some sort of base is generally necessary.
Completed records can be a strong goal and consideration can be given there also. The overwhelming success or failure is directly tied to the commitment from management. The more that management is involved in setting up and directing the activity in the beginning, the greater the chance for success. Once systems are working properly, management involvement may back down to several meetings weekly to only once a week when fully established. As you may have seen, most of what makes an in-house sales prospecting program work is not determined on the telephone, although that is where most of the attention is focused.