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For Inside Sales Professionals
HR Tool Kit for Inside Sales
HR Tool Kit for Inside Sales
Inside Sales Professional!There is a whole new world out there
https://www.youtube.com/watch?v=LG6YSEKMLbQ&feature=youtu.be
A day in the life of an inside sales rep at SAP
Inside Sales Professionalsare the future of business
Inside sales is growing 3X faster than outside sales
https://www.youtube.com/watch?v=PO-9nBjFsAg&feature=youtu.be
The evolution of inside sales
HR Tool Kit for Inside Sales
Inside Sales Professionals!How do we define them?
https://www.youtube.com/watch?v=5Crhw4er4-U&feature=youtu.be
HR Tool Kit for Inside Sales
What is Inside Sales?
This is a good website for anything on Inside Sales.American Association of Inside Sale Professionals
The AA-ISP is an association dedicated exclusively to advancing the profession of Inside Sales.
https://www.youtube.com/watch?v=7Hm4M8h8HkY&feature=youtu.be
HR Tool Kit for Inside Sales
https://www.youtube.com/watch?v=dOPpQ819c84&feature=youtu.be
31 Inside Sales 'Must Haves' for Driving Appointments, Leads & Sales
HR Tool Kit for Inside Sales
Inside Sales Professionals‘must haves’
So you are looking to hire an Inside Sales Professional!
In the past they have primarily been tele-marketers
https://www.youtube.com/watch?v=PO-9nBjFsAg&feature=youtu.be
HR Tool Kit for Inside Sales
Inside Sale ProfessionalsIn todays world they fill a number of roles
An inside sales Professionals can do many roles• Lead generation & qualification• Appointment-setting (business development) • End to End sale• Account management
HR Tool Kit for Inside Sales
A= Account ManagementB= Business DevelopmentC= Contacting Prospects
Inside Sales Professionalswear many different hats
HR Tool Kit for Inside Sales
Inside Sales Professionals Are hired to help companies increase sales.
After all we are Inside ‘Sales’ Professionals
HR Tool Kit for Inside Sales
Before you hire an inside sales person read this!
Why Most Inside Sales Reps FailBy Mike Brooks, NASP
To have successful Inside Sales Reps a company needs to • defining their sales process.• to design a sales training program • teach your managers how to coach and train your reps.
HR Tool Kit for Inside Sales
Inside Sales Professionals need to be part of an organization
HR Tool Kit for Inside Sales
http://www.texocc.com/ebooks/guide-to-inside-sales
Download the book and take a few minutes to read it. You will gain valuable Insights into building a team,
challenges, metrics and selling for success
HR Tool Kit for Inside Sales
Inside Sales Professionals need to be part of a good company
Recruiting - Where do I find Inside Sale Professionals?
HR Tool Kit for Inside Sales
LinkedIn is one of the best resources available
Recruiting - Where do I find Inside Sale Professionals?
AA-ISP Career Center
HR Tool Kit for Inside Sales
The feedback from member organizations was very clear: recruiting top talent is among the top challenge for today's inside sales leadership.
https://www.aa-isp.org/inside-sales-jobs.php
Inside Sales Professionals What is the Ideal Profile?
HR Tool Kit for Inside Sales
https://www.aa-isp.org/inside-sales-assessment.php
The top challenge for Inside Sales Leaders, is finding and hiring qualified candidates.
http://freestrengthstest.workuno.com/
StrengthsFinder is a free on-line test that reports back on a persons top five strengths.
This will give you a good profile of the person to help you hire and manage the person
HR Tool Kit for Inside Sales
Inside Sales Professionals What are their strengths?
Inside Sales Professionals Need a success plan to be productive
HR Tool Kit for Inside Sales
Inside Sales Professional needs to be proficient on CRM Systems
CRM typically stands for customer relationship managementBut really it is contact relationship management
HR Tool Kit for Inside Sales
Inside Sales Professionals Need to be part of a team
The Inside Sale Professional works with various people within the company
HR Tool Kit for Inside Sales
Inside Sales Professionals Need to be well lead
https://www.youtube.com/watch?v=4ruXieOEY7U
HR Tool Kit for Inside Sales
Inside Sales Professionals Need to be well trained
HR Tool Kit for Inside Sales
http://tele-smart.com/resources/inside-sales-managers-guide-sales-team-training/
Inside Sales Professionals Need to be well managed
HR Tool Kit for Inside Sales
http://cdn2.hubspot.net/hub/1975/file-13050866-pdf/docs/inside_sales_management_success_kit_revised_092012.pdf
Inside Sales Professionals Need to be well trained on phone skills
• Account/CRM management• Market research• Lead qualification• Prospecting• Virtual presentation
HR Tool Kit for Inside Sales
http://www.aa-isp.org/CISP.php
Inside Sales Professionals Need to be trained on social media
HR Tool Kit for Inside Sales
In todays world LinkedIn is an invaluable tool for Inside Sales Professional
Inside Sales Professionals need to hit certain metrics
This can be call, appointments, proposals, sales
HR Tool Kit for Inside Sales
Inside Sales Professionals need to be compensated
HR Tool Kit for Inside Sales
www.slideshare.net/heinzmarketing/inside-sales-compensation-incentives-best-practices
Inside Sales Professionals Need to follow best practices
HR Tool Kit for Inside Sales
http://blog.bridgegroupinc.com/building-inside-sales
Inside Sales Professional need to have goals
HR Tool Kit for Inside Sales
Inside Sales Professionalsdeal with certain problems
HR Tool Kit for Inside Sales
Management needs to be aware of these and think about potential solutions
Inside Sales Professional don’t always meet quota
HR Tool Kit for Inside Sales
Management needs to be prepared to handle and think of ways to make the insides sales
professional more productive
Inside Sales Professionals have a short career
Listed above are some root causes of why they are only productive for 2 years
HR Tool Kit for Inside Sales
Inside Sales Professionals need to be replaced
HR Tool Kit for Inside Sales
Inside Sales Professionals need to be motivated
Inside sales can be an job and the reps need to be motived.Gamification is becoming an important tool in the industry
HR Tool Kit for Inside Sales