v6.1 HR Toolkit

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  1. 1. For Inside Sales Professionals HR Tool Kit for Inside Sales
  2. 2. 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
  3. 3. Inside Sales Professionals are 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
  4. 4. 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?
  5. 5. 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
  6. 6. 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
  7. 7. 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
  8. 8. Inside Sale Professionals In 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
  9. 9. A= Account Management B= Business Development C= Contacting Prospects Inside Sales Professionals wear many different hats HR Tool Kit for Inside Sales
  10. 10. Inside Sales Professionals Are hired to help companies increase sales. After all we are Inside Sales Professionals HR Tool Kit for Inside Sales
  11. 11. Before you hire an inside sales person read this! Why Most Inside Sales Reps Fail By 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
  12. 12. Inside Sales Professionals need to be part of an organization HR Tool Kit for Inside Sales
  13. 13. 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
  14. 14. Recruiting - Where do I find Inside Sale Professionals? HR Tool Kit for Inside Sales LinkedIn is one of the best resources available
  15. 15. 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
  16. 16. 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.
  17. 17. 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?
  18. 18. Inside Sales Professionals Need a success plan to be productive HR Tool Kit for Inside Sales
  19. 19. Inside Sales Professional needs to be proficient on CRM Systems CRM typically stands for customer relationship management But really it is contact relationship management HR Tool Kit for Inside Sales
  20. 20. 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
  21. 21. Inside Sales Professionals Need to be well lead https://www.youtube.com/watch?v=4ruXieOEY7U HR Tool Kit for Inside Sales
  22. 22. 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/
  23. 23. 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
  24. 24. 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
  25. 25. 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
  26. 26. Inside Sales Professionals need to hit certain metrics This can be call, appointments, proposals, sales HR Tool Kit for Inside Sales
  27. 27. Inside Sales Professionals need to be compensated HR Tool Kit for Inside Sales www.slideshare.net/heinzmarketing/inside-sales-compensation-incentives-best-practices
  28. 28. Inside Sales Professionals Need to follow best practices HR Tool Kit for Inside Sales http://blog.bridgegroupinc.com/building-inside-sales
  29. 29. Inside Sales Professional need to have goals HR Tool Kit for Inside Sales
  30. 30. Inside Sales Professionals deal with certain problems HR Tool Kit for Inside Sales Management needs to be aware of these and think about potential solutions
  31. 31. Inside Sales Professional dont 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
  32. 32. 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
  33. 33. Inside Sales Professionals need to be replaced HR Tool Kit for Inside Sales
  34. 34. 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