Do you want to upgrade and improve the performance of your inside sales organization? Follow these four tips from inside sales training best practices and watch your sales results soar:
- Establish a standard sales process and methodology.
Examine how the current top 20% of your inside sales reps operate and use those activities to design a sales methodology and process that leverages those best practices.
- Script the steps in the process.
From the first contact through the final close, provide all sales team members with specific examples they can use in calls, emails, and support materials that have proven successful. Then help each rep craft their own scripts in a language and cadence that resonates with their individual style.
- Empower inside sales managers to coach their team members in the validated process and scripted approach. This may mean that you reduce manager quotas so they have more time to work with reps one-on-one and to provide helpful feedback.
- Create meaningful motivators for continuous improvement. What will matter most to your team…increased compensation, a path for advancing their careers, public recognition? Put a program in place that encourages their engagement and spurs the extra efforts required to learn and grow.
