Simply trolling for sales and hoping for some luck will not give you the competitive advantage you need to stay in business. Inside sales training proposes a few key success factors that, if built into your sales team environment, can bring you the business results you seek.
- Do it by the numbers.
Do not rely on “gut feel.” With technology’s easy access to activity and results data, play them to your advantage. Your sales forecasts should be data-driven and thus far more accurate.
- Share the numbers and hold everyone accountable.
Quotas and results should be transparent and open to all. This is the way to establish accountability individually as well as across the team and throughout the company. Every employee should know where they stand and be held to standards of performance that are reviewed regularly to learn from successes as well as from failures.
- Put a reinforcement system in place.
Reward the behaviors that bring success and provide ongoing sales coaching to build desired behaviors into the day-to-day routines of your sales reps. Quickly identify and create development plans to correct undesired behaviors. Keep your team on its toes with regular practice and continuous learning for steady improvement. Differentiate high performers through rewards and recognition and ensure that underperformers improve or move on quickly so that they do not drag down the team.
Learn more at: http://www.lsaglobal.com/inside-sales-training-coaching/
