Sales Prospecting Perspectives

Tips For Managers Managing Inside Sales Teams Success

  

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So much of success in inside sales is driven by the appropriate use of time. The amount of time an inside sales rep spends off the phones, speaking with clients, and scrubbing lists will ultimately affect their performance for the month. Although a large portion of my day is spent managing this. Inside Sales Reps will always face issues on how to balance their day and get the most out of their activities. So, how can I as a Manager help them? Aside from preparing for our weekly meetings and working on the messaging and lists with my team, some effective time management “tasks” I try to stick to are: 

Help create a strong pipeline: If Inside Sales Reps on my team are struggling with finding good prospects in old lists in Salesforce, instead of assuming the data is all out dated, I sift through 15-20 names a day and assign those to the following day’s homepage. This keeps the Inside Reps dialing more and researching less - resulting in more quality conversations, updates, and in some instances, leads!

Establish a good relationship with Market Research: Being conscious of the resources you have internally is huge. When you don’t have the time to create new lists on your own, get together target accounts and solicit the help of your market research team so they can identify contacts. I let them know what my high priority accounts are so they can pass those back over quickly.

Be a good listener: I truly understand how difficult this business can be. Frustration from lists, difficult universes, and the pressure to deliver quality leads to a team that may not be seeing the value, is a constant stress for an inside rep. My job is to sit in on these calls, hear the objections the reps are gettomg discuss and how we can overcome them. I take a look at the current universe and see if the target universe is where we are falling short, and address that. The most important thing for me is to not sit back on a struggling account, but be as proactive as possible. I place the account and the inside sale reps success at the top of my priorities, and use all the resources I have here at AG. I listen to why they think they aren’t having success, then as a group we consult the Market Research Team and Training Development Director to help us over this obstacle, and keep the customer updated as to where we are improving.

At the end of the day, client satisfaction and retention is dependent on the success of your inside team, which is what I am here to ensure. How I balance my time and dedicate it to each of these programs is crucial to everyone’s success.

My end of the bargain is 100% client retention, how are you managing your team to ensure success?