How to Optimize Inside Sales Territories

Sales Benchmark Index

96% of organizations are increasing or maintaining their investment in inside sales last year. It is a good bet your SVP of Sales is implementing, expanding or considering an inside sales team right now. Are you prepared to optimize the investment in inside sales? (To To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). 4 Lenses to Optimize for Inside Sales Territories.

Why Your Inside Sales Reps Don't Last

Sales Benchmark Index

Throughout our history with the company, we performed multiple projects- Sales Process, Sales Structure, and Channel Management. Register here for a copy of our Inside Sales talent management scorecard to see how Inside Sales Reps should be evaluated.

Trending Sources

Inside Sales Power Tip 115 – Be Social

Score More Sales

If you make regular time in your calendar to do some searching for those referral partners who are adjacent or within your niche and can refer multiple people your way over time, you could grow sales tenfold. The post Inside Sales Power Tip 115 – Be Social appeared first on Score More Sales.

Inside Sales Power Tip 116 – Call Deep

Score More Sales

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers.

Inside Sales Power Tip 150 – Positive Attitude Wins Business

Score More Sales

Remote professional selling, or Inside Sales, is tough – lots of activity and not always a lot of revenue to show for it. Suddenly your first deal closes – or your first deal after a slump – or enough deals to get you to the next level in your comp plan – and wow, is sales great!

Inside Sales Growth Beyond CRM

Leads360

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. CRM Sales Automation

Inside Sales Power Tip 124 – Self Management

Score More Sales

As a sales professional, you cannot rely on others managing you – you need to self manage. Think of yourself as an entrepreneur of your territory, or niche, or product line. The post Inside Sales Power Tip 124 – Self Management appeared first on Score More Sales.

Inside Sales Power Tip 103 – Plan Everything

Score More Sales

A week ago I sat down with a sales professional who told me that when he started at a midmarket big data company in sales, he was given no guidelines, no leads, and very little guidance in getting started with his new sales territory.

Tips from the Sales Trenches: Is Inside Sales Demeaning?

Score More Sales

We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. They regularly have great and highly valuable content, covering key topics and issues on the minds of sales leaders and C-level leaders around sales and leadership.

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.

Skype 69

Sales is (Becoming More of) an Inside Job

Tech Bytes

At a 2013 Inside Sales Virtual Summit , one speaker noted, “Prospects now participate in sales presentations via Skype, web conferencing and video. Inside sales will soon surpass field sales.”

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An Inside View of Inside Sales

Dave Stein's Blog

During the past few years, the challenging economy precipitated changes in approach for many sales organizations. The transition to alternate sales channels yields potential rewards as well as poses risks. They must realize that sales has undergone a massive transformation.

10 Signs High Maintenance Millennials Are Dominating Your Inside Sales Team

Productivity and Motivational Tips for Inside Sale

Millennials are the future of inside sales. Right now, the inside sales profession is seeing a lot of hungry, ambitious new talent flood into their organizations. Sales momentum does a disappearing act. I get this comment from sales managers a lot.

The 13 Least Known Sales Technologies

Leads360

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Of the sales technologies listed, here are the 13 least known according to participants (in order, starting from the least known). 1) Sales Gamification.

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? It may not be where the territory is or where the company is located.

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Will 2013 be the year that Inside Sales takes LinkedIn SERIOUSLY?

Productivity and Motivational Tips for Inside Sale

Will this be the year that Inside Sales decides to take LinkedIn seriously? LinkedIn just announced 200 million registered users and it’s membership spans more than 200 countries and territories.

Why Did The Move from Outside to Inside Sales Take So Long?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think.

Bubble in the Funnel

Pointclear

At the start of 2016, we were brought in to support a group of sales reps who did not make their numbers in 2015. To date in 2016, these same territory reps have exceeded their numbers. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’

Are We Playing Hunger Games? Key Questions Confronting Inside Sales

Pointclear

His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can just lead to more questions. So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams.

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. See also Miller Heiman Sales Best Practice Study ).

Back from Vacation? Time to Get Your Prospecting Mojo Back.

Productivity and Motivational Tips for Inside Sale

So you and your inside sales colleagues are starting to come back from vacation. That’s especially true of one of the toughest job in inside sales: prospecting. They strategically plan and understand their territory and determine the best penetration strategy.

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What Are the Real Inhibitors to Effective Selling in Your Organization?

Dave Stein's Blog

When companies come to us to understand how their salespeople can sell more effectively, we don’t just look at sales training. One of the foundation exercises we conduct with sales leaders consists of a look at inhibitors to effective selling at multiple levels.

Tricks and Tips for Building and Running a High Performance #InsideSales Team

Smart Selling Tools

Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. Sales Effectivenes

Inside Sales Managers: The Summer FUN Meisters

Productivity and Motivational Tips for Inside Sale

They’ve even managed to squeeze time with their teams – weekly meetings, walking the sales floor, and 1:1 forecast reviews. That’s because the majority of your sales talent are young Millennials. It’s time to spark up your Sales Boards and TV Sales Monitors.

To Manage Sales You Must Manage Sales Leads

Pointclear

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

Rethinking The Sales Organization

Partners in Excellence

In the “old days” the structure of the sales organization was pretty simple. Hire a bunch of people, give them territories with goals and turn them loose to sell. Customers order products from the web, not needing much sales engagement.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Sales & Marketing Content. Sales Enablement.

What Sales Tools do You Use to Fuel Your Revenue?

Smart Selling Tools

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Sales & Marketing Content. Sales Enablement.

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. This post helps you decide between hiring an internal or external Sales Manager.

Inside/Outside, Is It Even Relevant Anymore?

Partners in Excellence

Sometimes I wonder about the discussions I hear about Inside versus Outside/Field/Direct sales. In ancient times, when I started selling (the ’80’s), I started as a direct/field sales person. We field sales guys were, honestly, relieved.

5 Ingredients To Win In Sales

Score More Sales

To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team.

Change Your Sales Teams Bad Habits Before 2013

Sales Benchmark Index

42% is the average amount of time a sales person spends engaging with a customer. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? The rep’s territory potential starts to max out. As a Sales VP, you need to understand how to get back more time. Below is a sample of the actual worksheet we gave to sales reps.

The Key to Terminating Sales Operations Stress

Sales Benchmark Index

My VP of Sales wants me to research trends in inside sales and conduct account segmentation. The sales managers are yelling for updated dashboards and territories. Oh, and Marketing wants to discuss sales enablement improvements. Sales Strategy.

Sales productivity – it’s the time, stupid

Sales Training Connection

Increasing sales productivity. Senior sales leadership spends a great deal of time thinking about how to improve sales productivity. They invest in sales training . They change compensation systems and territorial designs. Sales Training.

Three Simple Ways LinkedIn Helps Sales Grow

Score More Sales

There are dozens and dozens of resources showing ways to use LinkedIn to help sales grow. Here is a page I created to help sales professionals with a variety or resources. Social Marketing Manager at LinkedIn, rated the #1 Social Sales Influencer offers a good example with his profile.

A Sales Leader’s Blueprint for 2014

Sales Benchmark Index

Your Sales Strategy. It is one thing to have a sales strategy. VPs of Sales are asking the question “What have I done before?”. VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Sales training.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Sales reps can use DocuSign right from within Salesforce CRM. Fantasy Sales Team.

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How To Love Your Sales Role

Score More Sales

When you love being a sales rep, or a business development rep, or a regional account rep, or a national account rep, you know it. It certainly lowers the quality of the work environment for those around you who ARE happily building their territories.

The Four Zones: Management Coaching Insights

Productivity and Motivational Tips for Inside Sale

If they’ve been passed up for a promotion, or they have a lousy territory, they may start caring less and less and end up in the Dead Zone. Coaching in the Comfort Zone : Salespeople who have been part of the old sales regimen may fall into this comfort zone. When you coaching someone in the Comfort Zone must, include strategies that shake them up and change their routine, their territory, their product responsibilities.

9 Capabilities Sales Teams Need to Optimize the Revenue Pipeline

ShadeTree Blog

Execution) Regardless of the size of their territory, whether they are inside or in-the-field, are new to the organization or are tenured, all reps must ask those two questions, without failure or excuses. salesforce.com sales process sales measurement sales effectiveness lead qualification inside salesAll inspired and resourceful reps that expect or intend to blow past their quota start their day in the same dedicated manner.