Important Topics in Inside Sales

Understanding The Important Topics in Inside Sales

Building an effective inside sale team means creating an infrastructure where your sales reps have all the tools and support they need to succeed. Those tools start with the ability to attract, train, and retain talent. In that flow, the most important aspect is training. Training your reps must be a constant. There must be continually iterative changes to your sales process that will enable you to tune your sales team.

Five important topics to understanding inside sales

  • In order to build a successful inside sales team you need to understand the following five topics

  • Topic 1: What an inside sales team does

  • Topic 2: How an inside sales team does what it does

  • Topic 3: How to recruit an inside sales team

  • Topic 4: How to measure the effectiveness of an inside sales team

  • Topic 5: How to compensate an inside sales team

An effective inside sales unit or department enables a company to generate, qualify, and close business. Recruiting is the first step in building the inside sales machine. Excellent recruits that can be taught to sell and fit company culture will enable an organization to scale faster. Effective training will enable the inside sales teams to meet and achieve their goals so that an organization can scale their sales team to gain more market share.



Sales Team

Recruiting

Characteristics
Finding Recruits
How to interview
Preparing an offer

Training

CRM Basics
Sales Pitch
Scripting
Role Playing

Scaling

Building Teams
Hand Offs

Discovery

What is a discovery call
Goals of a discovery call
4 steps to a successful discovery

Personalization

Introduction
Investigation
Confirmation
Next Steps
The Follow Up Email

The Demo

What is the goal of a demo
How to run a successful demo
Closing the demo

Solution Building

What is solution building
What is a statement of work
How to make a statement of work

Closing

What are buying signs
What is involved in closing
How to close the deal

Post Close

Handoffs
Renewals
Late invoices
Check-upss
Referrals

Sales Operations & Management

What is sales operations

Prospect Targeting

Demographic data
Persona Data
Parsing Titles
Email
Gifts
Calling
Video
Reaching out
Networking

Revenue Modeling

Market Sizing
Vertical Sizing

Compensation

Compensation Plan

Sales Tools and Team Building

CRM Logging
Training
Coaching
Scripts
Battle cards
Sales Playbooks
Sales Meetings
CRM Setup
Pipeline Meetings