The First 90 Days: Starting an Inside Sales Team Right

Adam Metz VP of Business Development, PandaDoc

Big Bad Nothing

Pick and LEAN

Coach

Big Bad Nothing

The Value Star

ROI

Risk Mitigation

Time

Brand

Morale

Value

Pick and LEAN

Buyer-Helping Activities That Do Not Create Value

Your sales pros spend more than 60% of their time on non-customer facing

activities

15% - generating and researching leads

17% - administrative work 20% - post-sales tasks, among

others

These activities create zero value for your customers.

*That’s from relateIQ’s 2014 research. And that’s FREAKIN’ CRAZY.

40 % 60 %Customer

facingNon-

Customer facing

Key non-customer facing activities include*:

Coach

Tools