v6.1 HR Toolkit

For Inside Sales Professionals

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


Inside Sales Professionals!How do we define them?

https://www.youtube.com/watch?v=5Crhw4er4-U&feature=youtu.be


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


https://www.youtube.com/watch?v=dOPpQ819c84&feature=youtu.be

31 Inside Sales 'Must Haves' for Driving Appointments, Leads & 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


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


A= Account ManagementB= Business DevelopmentC= Contacting Prospects

Inside Sales Professionalswear many different hats


Inside Sales Professionals Are hired to help companies increase sales.

After all we are Inside ‘Sales’ Professionals


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.


Inside Sales Professionals need to be part of an organization


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


Inside Sales Professionals need to be part of a good company

Recruiting - Where do I find Inside Sale Professionals?


LinkedIn is one of the best resources available

Recruiting - Where do I find Inside Sale Professionals?

AA-ISP Career Center


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?


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


Inside Sales Professionals What are their strengths?

Inside Sales Professionals Need a success plan to be productive


Inside Sales Professional needs to be proficient on CRM Systems

CRM typically stands for customer relationship managementBut really it is contact relationship management


Inside Sales Professionals Need to be part of a team

The Inside Sale Professional works with various people within the company


Inside Sales Professionals Need to be well lead

https://www.youtube.com/watch?v=4ruXieOEY7U


Inside Sales Professionals Need to be well trained


http://tele-smart.com/resources/inside-sales-managers-guide-sales-team-training/

Inside Sales Professionals Need to be well managed


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


http://www.aa-isp.org/CISP.php

Inside Sales Professionals Need to be trained on social media


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


Inside Sales Professionals need to be compensated


www.slideshare.net/heinzmarketing/inside-sales-compensation-incentives-best-practices

Inside Sales Professionals Need to follow best practices


http://blog.bridgegroupinc.com/building-inside-sales

Inside Sales Professional need to have goals


Inside Sales Professionalsdeal with certain problems


Management needs to be aware of these and think about potential solutions

Inside Sales Professional don’t always meet quota


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


Inside Sales Professionals need to be replaced


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


Documents

v6.1 HR Toolkit