7 Inside Sales management tips:
1. Use a target calculation to set up, secure and internally report on a campaign
Spend time on preliminary work and calculate which KPIs are needed to achieve certain conversions. Calculate this from the market or the size of the target group. Or calculate this from the desired outcome, for example:
- The target is €1M closed revenue per quarter.
- The average deal on the relevant product group is 100K.
- Sales needs 4 quotes per deal.
- Per quotation, 4 opportunities are required and to generate an opportunity, Inside Sales needs 4 leads.
- For each lead, Inside Sales needs 10 spoken contacts and this takes an average of 2 days.
2. Give Inside Sales management
A good sales team is often driven to score. Both the inside and outside service. What do you expect from Inside Sales? Provide concrete, but realistic objectives. Of course they may be ambitious. But never unachievable. Targets that you cannot or can hardly achieve are demotivating. Ambitious but achievable targets can work as a catalyst.
3. Analyze ‘knowing and doing’
Based on the principle that there is a difference between theory and practice, it is possible that your Inside Sales knows what and how something should happen in iran phone number library a conversation. But… does that happen? Are you even able to check that? Are conversations recorded? Is that possible? Is that allowed? Or sit next to them and listen to a conversation. Not necessarily to check, but to see if something 7 tips voor effectiever inside sales management can be improved. Does practice match theory? And if not, what can help Inside Sales? Additional explanation, additional training on sales techniques, better data, other proposition(s)? Give yourself that insight, even if it takes extra time.
4. Give Inside Sales the responsibility and support to act as an entity between Marketing and Sales
There is always a gap between these two departments to a greater or lesser extent. Which leads need to be followed up and nurtured and at what level do these contacts need to be brought to enable Sales to follow up? Ultimately it is all about return on investment and that is the common denominator between the two departments. So there is always a common interest.
5. Make someone responsible for coordination
Is it an Inside Sales who gets this as an additional responsibility? Or do you place it in the (middle) management layer? Ultimately, it is about someone focusing on the search engine optimization mails continuity of the commercial process. Stagnation in this process is disastrous. Give that person a specific task package. Think of:
- Check data inventory
- Check conversion
- Quality check
- Communication check
- The internal reporting line with improvement proposals (so not only exposing the problems, but also suggesting improvement proposals.
