The replay of Dionne Mischler’s presentation at the Aligned Virtual Summit – how to set up and design your inside sales team to optimize them for success.
Last spring, I was fortunate enough to appear on the Aligned Virtual Summit – a weeklong online conference featuring 50 of the best and brightest minds in B2B sales and marketing.
The goal of this interview is to define the principles of inside sales success and establish how to think about your inside sales team – its functions, its KPIs, and the role of leadership.
How to Design Your Inside Sales Team for Succes
As a practitioner, it’s important to establish the unified mission of marketing, sales, and product, foremost. From there, we need to establish how each team fits into the overall picture.
The Goal of Your Inside Sales Team
With inside sales, your job is to have conversations with prospects and customers. A great sales team is able to stay in there lane, but also cross-reference their knowledge by shadowing and sidecar-ing with product, marketing, and customer success to acquire insights and knowledge that can further their mission.
The goal is to understand what the feedback loop of your customer lifecycle is telling you. Are you missing the ball with handoffs? Do you need to enhance or fix your rules of engagement? Are you talking to enough customers?
Measuring Your Inside Sales Team
It’s important to create a source of record to understand what is happening and what needs fixing with your inside sales team. You cannot rely strictly on anecdotal evidence. You need to define from the top-down what you’re going to measure, how you’re going to measure it, and what will define the parameters of success.
Leading Your Inside Sales Team
You also need to establish how you get inside sales reps to care. To achieve that, you need a leader who can instill the following in his or her team:
- Purpose
- Perspective
- Clarity
- Ability to Execute
Someone who instills all of these components in their inside sales team has the hallmarks of a great leader. Purpose gives reps the ability to care about their day-to-day sales outreach. Perspective gives you the ability to see the big picture and not overreact or underreact to issues. Clarity helps you maintain focus on your process. And the ability to execute gives you the firepower to meet your goals.
Get in Touch With Me
Need a new game plan to equip and enable your inside sales organization?
Schedule a consultation with me today to discuss how we can optimize your sales organization to drive revenue growth, connect with me on LinkedIn and check out my video blog series for more great insights on leading your inside sales organization.
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