EP Huddle #55
Inside sales is all about EFFICIENCY. This type of selling is cheaper than employing field sales. It's more dedicated than distribution channels or independent sales consultants, and it's also more effective than selling via marketing channels alone.
The number one quality that separates inside sales from other selling models is the ability for an effective inside sales rep to have a high number of quality conversations each day. This isn't possible with the aforementioned approaches. But, in order to produce these results, it's important for inside sales reps to have high activity and ensure very high quality.
Here are a few tips for achieving this.
As a team:
How can you schedule your sales team's day to get off to a quick start by hitting the phones right away? Figure out how many calls you expect your sales reps to make each day, and make sure they're getting at least 20% finished before moving on to another task. Achieving this small goal will energize their entire day.
Also have your team build a list of positive advocates that they can reach out to when they're feeling down. This list is critical for helping to regain confidence.
EP Huddle #53
Networking is a critical step for any business person, regardless of industry or role. It's a common understanding that people who have connections typically get ahead of those who don't. This is especially true in a sales (or business development) role where relationships drive opportunity.
Many inside sales professionals don't realize the importance of networking. They call on accounts all over the country, so local connections don't seem relevant. And, the modern employee stays at a job for less time than his counterpart did 30 years ago. But, that's why it's so important to always be connecting with other professionals and networking.
Here are a few tips for business networking for those who don't currently emphasize it.
As a team:
How can you become better networkers? Where are the opportunities to meet new people to share ideas, learn more about your potential customer base, and have the opportunity to grow new relationships?
Does your company sponsor or support the growth of its employees? Choose certain events that would seem the most logical and get your team to have a presence. Some will be free and you're only committing time. Others cost money so tracking your return on investment will be important.
You never know what might come of these new relationships.
EP Huddle #52
Metrics. Every business leader, investor and board member wants to know about metrics. How do we look year-over-year? How are we trending towards the goals? What does the new product forecast look like?
We've seen numerous companies (small and large) struggle when it comes to defining and reporting on various sets of data, including some extremely key metrics that demonstrate the success (or failure) of business development. Sure, the number one key indicator of a successful sales initiative is revenue. But, there are many factors that can help forecast revenue, find deficiencies and help define key business initiatives.
Here are four areas your inside sales team and leaders need to focus on.
As a team:
How well do you track each of the above metrics? Talk with your salespeople to determine how well they know each of these categories on their own. Talk with whoever is responsible for the CRM to determine how you can get better reports and actively manage each data set on a daily, weekly, monthly, quarterly and yearly basis.
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