by Dan Hersh
President, Engaged Prospect
I've spent most my career, training and managing inside sales representatives and business development teams. I’ve helped turn around low performing teams and worked with teams that were growing faster than they knew what to do with. I’ve also helped departments in large corporate settings and small businesses get over the sales plateau hurdle.
During this time, I’ve begun to realize that there are four major components to implementing a successful sales department.
Did you know that hiring a sales rep can cost on average $115,000? A study conducted by DePaul University in 2012 found that the average total cost to hire a new sales rep is $115,000. This has probably grown.
On average it costs $29,000 to hire someone. This includes things like job posting and recruiting costs, salary costs for all interviewers and travel. Additionally, it costs $36,000 to train an employee. Time spent by the training staff (or fellow reps), management and the employee, as well as any additional resources and training courses cost a lot of money.
Here are a few basic, but important best practices that I’ve found over the past 15 years...
#1 Always Recruit
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.
Listen to EP senior leadership discuss all things sales with some of the brightest sales consultants, authors, and entrepreneurs in the country!
All departments within an organization should have a daily 10 minute quick meeting. People call these huddles, stand-ups, meetings, etc. Here you'll find ours.