Best Practices of Analytical Inside Sales Management

Jonathan Farrington

Join our webinar on June 12th, from 1-2pm EDT (6-7pm BST) to learn how to be a data-driven sales manager. . Top sales managers use data and analytics to better manage their sales team. Learn how to do the same: How To Be An Analytical Sales Manager.

5 Tips to a Clean, Profitable Sales Pipeline for Inside Sales Managers

Sales Hacker

This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process.

4 tips to grow and develop your inside sales team

Velocify

We’ve blogged recently about the importance of leveraging the skills of your inside sales team and playing to each reps strengths like a good coach. It’s also important for sales managers to work with each individual sales rep.

Inside Sales: Listen Up!

No More Cold Calling

Well, you could —if only your manager would let you. What salespeople—and sales managers— need to understand is that calls are either hot or cold. I was perplexed at first, as I don’t usually work with inside sales teams.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization

Why Inbound and Inside Sales Experts Think Sales Process is Dead Too

Understanding the Sales Force

Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." One article was written by a sales expert discussing the concept of following the buyer's purchasing process.

Sales Management: The One Metric That Matters Most

Inside Sales Training

I’m here this week presenting at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit. And the one metric I’ll be speaking about is the one that is the most important one for driving sales and making revenues. Sales Management Sales Tips

Sales management: competition- a double-edge sword

Sales Training Connection

Sales teams. Ask most sales management whether they have ever used some form of competition as a management technique and most will answer – “yes – and if I must say so it worked great.”. Stories abound about how competition can be used effectively inside a sales team.

Your Inside Sales Valentine

Score More Sales

To make this a practical and valuable day, I thought I’d send a message to those in an inside sales career – sellers and sales managers alike. A Valentine for Inside Sales. Thank you to those who lead sales teams.

The 5 Essential To-Dos for Every Inside Sales Leader

Smart Selling Tools

Tweet AA-ISP Inside Sales Summit. Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. The Summit is the only conference dedicated exclusively to Inside Sales Leadership.

What is the Net Effect of the Migration to Inside Sales?

Jonathan Farrington

“The growth in sales jobs, and therefore one would think, in sales training is in inside sales. Although there is a migration to inside selling, most sales training is based on the assumption that sales calls will be face to face.

Inside Sales Growing by Leaps and Bounds

Score More Sales

The state of the profession known as Inside Sales – or Remote Professional Selling – is thriving. While outside sales positions are on the decline, Inside Sales positions are growing at a phenomenal rate. Does that sound like your sales environment?

Inside Sales Power Tip 152 – Be Coachable

Score More Sales

Over my selling years, I had 22 sales managers whom I directly reported to. Somehow, even in my early sales days, I learned to find someone upbeat, positive, and skilled who I could emulate and hopefully be coached by even if they were not my manager.

Inside Sales Power Tip 131 – Homeostasis

Score More Sales

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since.

Inside Sales Power Tip 107 – Humor

Score More Sales

When you have a true inside sales job you are either working with a quota to get a certain number of quality tasks accomplished each day. Isn’t that like your sales job?

Inside Sales Power Tip 106 – Vision

Score More Sales

The idea that you must be a visionary to succeed in an inside sales position may seem daunting to some and a challenge to others. From a 30,000 foot view, who at that company would understand the value you and your company are offering and would be involved in the sales opportunity?

Is Your Inside Sales Team Spooking Potential Customers?

Sales Result

Sales Management Sales TrainingOnce a month like clockwork, I get a phone call that I always regret answering. The phone call is from Allen, a salesman from a digital marketing company. Allen’s company was my top choice as I shortlisted digital marketing partners. Unfortunately, my CEO had a relationship with another agency and was deadset on using them. I tried everything to get him to speak to Allen, but his mind was made up, and we were not going with Allen’s firm.

Clueless Party of 1…My First Year In Inside Sales Management

Factor 8

In 1998 I moved to Phoenix to take my first Inside Sales Management job at Insight (NYSE: NSIT). The post Clueless Party of 1…My First Year In Inside Sales Management appeared first on Factor 8. LB's Commentary Sales Manager Life SaversWe resold technology to the Fortune 500. Mine was a new team […].

Expert Interview Series: Mike Brooks of Mr. Inside Sales on Improving Sales Performance

Inside Sales Training

If you want your team to follow a sales script, then you’d better lead the way. In fact, if you want your sales team to sell using a defined sales process, then pick up the phone and demonstrate how to do that. My first sales manager, my brother Peter Brooks, taught me some of the most important lessons in sales, such as: Listen and Think B-4 Responding. Sales TipsTell us about your leadership philosophy?

Inside Sales Power Tip 109 – Listen

Score More Sales

“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. How many times has a sales rep opened their mouth and said something offensive – even though they didn’t mean to?

Inside Sales Is Only Great For Transactional Commoditized Products!

Partners in Excellence

Not long ago, I was meeting with the top management team of large organization. They had traditionally, had a large field sales organization. Sales people were just overworked, stretched very thin. The top management team was asking me what to do.

Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

"Should we hire an external Sales Manager or promote from within?". Open Sales Management positions are bad for sales organizations. Having the wrong Sales Manager (SM) is worse. Hanna has two candidates to help Sales decide between: Iris and Eddie.

Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.

Pointclear

At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence. Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion.

Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing

Pointclear

Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Not so long ago, managers and their sales team were in one centralized location. But with the rapid growth in technology, a manager’s sales team can be spread out. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal.

Inside Sales Power Tip 122 – Keep Your Focus

Score More Sales

Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. I have also managed sales teams. Summer B2B Sales Challenge Revisited.

Reduce the Risks of Hiring Sales Managers

Sales Benchmark Index

“How can I be sure I''m hiring the right sales leader?”. This post is for those who are recruiting and hiring sales leaders. It provides an overview of how to conduct a competency assessment specifically for Sales. But they are lacking in 3 ways: Not specific to Sales.

Inside Sales Power Tip 104 – Think Win-Win

Score More Sales

When you work as a sales professional you are representing your company, its products, and services to the many potential buyers that you come across. If everyone involved does not profit in some manner, it is not a good sales opportunity.

Traits of Good Sales Managers

Score More Sales

We are creating an epic list of skills and traits of good sales managers. Some of the sales leaders were phenomenal – like Al Martin who came from IBM. What traits do you admire about your sales manager if you are a rep?

The Great Migration to Inside Sales - Will You Get it Right?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. The authors listed four scenarios where a move to inside sales could be effective: By market segment, By stage of the buyer engagement process, By geography, and. How about these: By sales talent - What roles are your salespeople best suited for? Should you consider moving some or all of your sales to the inside?

Inside Sales Managers: 4 Ways to Motivate Your Team

Green Lead's B2B

Part of any manager's role is to make the people around them better. Whether it's mentoring someone to take over your role when you ascend the corporate ladder, or taking a rep with just enough potential under your wing, ultimately, the job of a manager is to improve his or her team. The Sales Manager is always looking for better performance from a team, and in order to get that, you've got to give a little. That's what having impossible sales goals are like.

Sales Leads - The Downfall of the Thrill of the Chase

Increase Sales

For many in sales, the thrill of the chase is everything. These “hunters” love to find and chase down sales leads. The problem for the salesperson is the activity associated with hunting for new sales leads. The inside sales team can become stuck in the middle.

Leads 166

CPQ Perspectives: Sales Management

Cincom Smart Selling

Our fifth and final installment of CPQ Perspectives focuses on the sales manager—those folks who oversee the selling operation. Sales management is full of challenges, and we can’t possibly touch on every issue that affects sales managers in this blog post. But, we can look at several tough issues and pain points and see how CPQ makes life easier for those who manage the selling process. What matters to sales managers?

Finding the Right Sales and Sales Management Candidates

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I read this terrific post from our friends at New-Hire.com about the best sources for candidates in general. It certainly applies to sales candidates as well.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

Pointclear

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.

Author #Interview – Josiane Chriqui Feigon – Smart Sales Manager

The Pipeline

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management.

Why Marketing Should Own Inside Sales (and why they shouldn’t)

A Sales Guy

The increasing trend of having marketing take over the MDR or lead qualification role of inside sales has been hotly debated and tested in recent months. I still think it’s a good idea, but needs certain expectations and circumstances across sales & marketing to work long-term.

The Secret to Coaching Salespeople and Why It's So Scary

Understanding the Sales Force

I was speaking at the AA-ISP event in Boston earlier this month when I learned something very interesting about how sales leaders feel about coaching salespeople. I was leading a session on how to coach Inside Salespeople.

Statistical Proof You Need a Sales Mentor (aka Sales Manager)

HeavyHitter Sales

A sales mentor’s sales intuition has been honed by many years of customer calls; therefore, their judgment is respected and advice highly sought after. However, in a typical sales organization, role modeling occurs very informally and irregularly.

The Real Reason for Prospect Objections: Do Your Reps Get It?

Sales Result

If you’re experiencing low close rates from your sales team, the likelihood is that your reps aren’t able to respond to prospect objections.

Guest Post: Why Sales Coaching Is Just The Other Part Of Your Sales Force Enablement Framework

Jonathan Farrington

A few months ago, I started to write about one of the missing pieces in many sales enablement discussions – the sales managers. Sales Enablement and Sales Management – Enable Your Sales Managers First.