build your inside sales machine€¦ · prospecting appointments per week (web meeting/demo) goal:...

Build Your Inside Sales Machine

Managing an Inside Sales Machine IDGrowth™ Sales Coach/Facilitator - Phil Barnette

© K.Coaching, Inc. 919-554-4505 IDGrowth.com

Sales Machine Series

TODAY - Managing an Inside Sales Machine Friday, May 5th - Inside Sales Tips & Techniques, Part I (Sales Skills) Friday, May 19th - Inside Sales Tips & Techniques, Part II (Processes and Marketing)


Strategy – what model?

• Sales Development Representative

• Inside Sales Representative

People – recruiting, hiring, developing

Process – sales and marketing

Developing Your Inside Sales Machine


Machine Model

Strategy People Process Accountability Results

Structure Model Technology Environment

Skills Recruit Compensate Train

Define Sales Marketing Job Aids

Develop Manage

Responsibilities Activities Measurements

Management Motivation Coaching

Results Model

Experiences

Beliefs

Activities

Results


Research results show that firms enjoying Best-in-Class sales performance share several common characteristics including:

1. Formal and documented sales processes (84%)

2. Defined performance metrics to measure sales effectiveness (76%)

3. Executive-level support for sales productivity tools (67%)

4. Formalized sales training program (55%)

Aberdeen Group Research Study


Responsibilities Activities Measurement

Accountability Accountability Accountability


Sample ISR Job Description


Account Management

Understand customer’s needs, goals, and circumstances Continuously look for ways to create value and customer

loyalty “Account specific” plans for retention Form relationships in various departments Establish higher level relationships

Results Model

Experiences

Beliefs

Activities

Results


Key Performance Indicators (KPIs)

Have a clear understanding of activity levels for success Inside sales can touch many more prospects and current

accounts in a given day Be specific on time spent on current accounts vs.

prospects Understand the data you receive from your phone system

and CRM Manage through daily expectations Understand and manage quantity vs. quality


Prospecting Calls Per Day (telephone) Goal: 30-50 telephone calls a day to prospective customers

Prospecting Appointments Per Week (web meeting/demo)

Goal: 5 new prospect appointments per week (30 calls = 1 appointment)

Prospecting Proposals Per Week (price and service offering) Goal: 2 new proposals per week Prospecting Closes (first orders)

Goal: 1 new account each week averaging X potential annual revenue amount

Prospecting Funnel Activity


Funnel Management


Current Accounts Calls Per Day (telephone) Goal: 10-20 per day, focused on a product that is not currently being sold such as toner, furniture, etc.

Current Accounts Meetings Per Week (web meeting/demo) Goal: 6 prescheduled meetings focused on a product that is not currently being sold, such as toner, furniture, etc.

Current Accounts Business Reviews (web meeting/demo) Goal: X prescheduled business reviews as a retention and loyalty building activity (based on territory size and number of large accounts)

Current Accounts Funnel Activity


Daily, weekly, monthly meetings to measure activity goals

Monthly, quarterly, and annual - actuals vs. quota achievement

CPR - Conversion, Penetration, and Retention rates

Attitude, motivation, growth, and

team work

Measurements


Management

Motivation

Coaching

Results

Results Model

Experiences

Beliefs

Activities

Results


Establish individual and team achievement goals and quotas

Create a developmental plan for continuous training and development

Schedule regular communications; team and 1:1. Coach them on areas for improvement

Day-to-day hands on collaboration; listen to calls, record web meetings, pinpoint struggles, and provide feedback

Have a Coaching Style of Leadership

Performance Management Best Practices


Build a Sales Culture that includes everyone

Team work to feed off each other

Clear roadmap to how to grow

their career Constant reinforcement and

motivation

Keep environment fun, interesting, and stimulating

Manage Sales Culture


Examples: Happy hours Sufficient breaks Ping pong, foosball (physical activities) Lunch and learns Music Trophy day, go home early goals Visible stats/leaderboard

Motivating Sales Environment


“People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.” — Zig Zigler


YOU can Make the

DIFFERENCE

"Good business leaders create a vision, articulate the vision, passionately own the vision, and relentlessly drive it to completion."

Jack Welch, Chairman General Electric


“Before you are a leader, success is all about growing yourself!”

“When you become a leader,

success is all about growing others.”

- Jack Welch


Management vs. Leadership

Managers manage “things” Leaders lead “people” If you manage people and processes,

you are a manager and a leader


Management vs. Leadership


Aligns the right activities to the vision and strategy

Listens and understands Develops others Holds sales reps accountable Lead and mentor change You need to have meaningful

coaching

Coaching Style of Leadership


Inside Sales Readiness Checklist


Sales Machine Series

Friday, May 5th - Inside Sales Tips & Techniques, Part I (Sales Skills) Friday, May 19th - Inside Sales Tips & Techniques, Part II (Processes and Marketing)


Open Discussion

Build Your Inside Sales Machine

Managing an Inside Sales Machine IDGrowth™ Sales Coach/Facilitator - Phil Barnette

build your inside sales machine€¦ · prospecting appointments per week (web meeting/demo) goal:...

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