I’m heads down writing my second book on an epic topic- sales management. New Normal” landscape to a pinpoint focus on the human side of managing—including motivating, hiring and coaching talent to become disruptive sales warriors. But if you manage to pull off this trick, your team will love you and people will call you the “Inside Sales Whisperer.”. Here’s a check-list to prepare you to be the inside-sales whisperer in your organization. Pre-call Research: How much time are they spending on sales intelligence before making the call? Who do they sit next to?

Coaching in the Comfort Zone : Salespeople who have been part of the old sales regimen may fall into this comfort zone. But — depending on your team structure, their seniority, and the time of the sales quarter — your team is likely to be heavy in one zone. Have you ever talked to your team and noticed how differently each person listens? I’ve found that people usually fall into one of Four Zones that influence the way they listen and learn. First, let’s define these zones: 1. The Dead Zone : People in this zone have checked out. Big mistake! Be careful!