If you live by the words “this is how we’ve always done it” and really, really like a well defined rut, this is probably not what you’re looking for. If however, you are interested in making changes within yourself and your team, you’ve come to the right place.

If you’re someone who likes to get up and get stuff done, then you’re in the right place. If dangling items on your to-do list make you nauseous and procrastination make you cranky, you’re in good company.

As a leader, we are on the hook for numbers, relationships, process, initial onboarding, ongoing training, the list goes on and on. Can I get an Amen? Sometimes, tackling these big initiatives is so overwhelming, we don’t know where to start.

And even worse, we do nothing.

Well, let’s talk about eating the elephant one bit at a time, just like in the video. At the AA-ISP Leadership Summit in 2017, I was fortunate enough to lead a pre-event workshop titled Transforming your Inside Sales Team. During this workshop, we walked through an Inside Sales Infrastructure scorecard and everybody rated themselves.

The purpose of this exercise was (and is) to stop, think, and do.

The leaders in this workshop scored themselves and then rated what particular area of focus would give their team the most lift. Based upon those scores, they were then able to plot actions on an annual calendar for tackling.

Again, keeping in mind that things happen – both good and bad – and we should allow enough time so we’re not short-circuiting our efforts before they begin.

ISbD Annual Plan

ISbD Annual Plan to get stuff done


Resources for you:

  1. AA-ISP
  2. Transforming your Inside Sales Team worksheets (this is where you’ll find the scorecard)

Action tip of the day: (1) complete your scorecard, (2) figure out which area of your Inside Sales Infrastructure you could improve that would matter most to your team and deliver the biggest impact, (3) determine next steps and right them down, and (4) compartmentalize what you need, next best steps, and execute!




Dionne is a 20 year sales veteran having built and scaled Inside Sales team from the ground up. She started her own firm, Inside Sales by Design, to work with companies wanting to build their Inside Sales Teams right the first time and transform their current Inside Sales Team into something greater. Dionne believes in and uses common sense, practical approaches to inspire leaders and teams to greatness.