The 3 Most Important Aspects of an Inside Sales Team

Via a polling question, we recently asked Inside Sales Leaders to select the three most important aspects of an Inside Sales team. Here they are, ranked by most number of votes:

1. Sales Processes
2. Clarity of Strategy or Goal
3. People on the Team

Let’s unpack these answers.

1. Sales Processes – Having a well-defined Sales Process allows your teams to execute against their daily/monthly/yearly goals. Think of your Sales Process(es) as the lines on the road that your reps follow, allowing them to reach their destination in a predictable and repeatable fashion. What would your drive to work look like without lines on the road?  How about your kids’ activities?  A trip to the store? Probably chaotic at best.

Having well defined Sales Processes in place is critical. They eliminate confusion and provide clarity, with the intent of driving predictable results via a tried and true path.

2. Clarity of Strategy or Goal – We all have friends that say, “let’s get together soon.” Awesome, would love to. What date/time works best? Hard to get together without a date/time. Same concept here. What is the revenue goal? New customer acquisition goal? Customer Retention goal? Average Contract Value goal? Sales is about revenue goals, acquiring new customers, and executing against your Success Plan in order to achieve goals.

You cannot know if you’ve ‘arrived’ if the ultimate destination wasn’t set from the beginning. Set very clear daily/monthly/yearly goals and watch your team overachieve.

3. People on the Team – Have you ever been a part of an amazing team? You were all clicking together, gelled, and were aligned to your goals? There is a ton of research out there that dives into how the right team can achieve anything.

It’s imperative to have the right people on your team and in your organization. Having the right Job Descriptions, Hiring Process, a vetted Onboarding & Training Program all come together to hedge your success bets.

The most successful companies and leaders have these three key aspects at the forefront of their minds, and it shows in the results. Learn more and join the PM Inside Sales movement at www.PMInsideSales.com.