☛ What quality controls do you have in place?

☛ What type of reporting do you do and can I see samples?

☛ How many reps do you have? How many managers and non-reps? (look for heavy overhead)

☛ What is your annual attrition rate for reps and managers? (use LinkedIn Company Pages to see for yourself)

☛ What is the average tenure of your reps?

☛ What is your reps' experience in general outbound sales?

☛ What is your reps' experience in your industry ?

☛ How do you pay your reps?

☛ Are they incented for Quality or Quantity?

☛ Can I talk to your newest rep and longest serving rep?

☛ Can we come for a site visit?

☛ During the site visit can I just sit on the floor for an hour and listen?

☛ What technologies do you use? CRM? Autodialers? Power dialers?

☛ Do your reps use email? If so, how?

☛ How do you help your clients measure the success of the programs?

☛ Where do you get your lists?

☛ Who are your closest competitors?

☛ Can I have an example of a project that failed, and why?

☛ Can I have an example of a project that has succeeded?

☛ (After hearing the two examples, ask for references at both companies)

☛ How do you manage client calendars so that appointments are set during available times?

☛ What is your pricing model? Pay for performance? Monthly fee?

☛ What is your lead acceptance criteria, what makes a billable meeting, how do we reject a meeting and why would we?

☛ How do you manage east coast/west coast time zones

☛ Do you outsource or offshore any of your work?

☛ How do you create your messaging? Do you work from scripts?

☛ What is your startup process?

☛ When do we see our first leads?

☛ When we get a lead/meeting, what do we get? Can you provide us a sample?