Presentation on On-boarding inside sales reps

Successful On-Boarding (or, In-Boarding) for Inside Sales TeamsAA-ISP, Atlanta ChapterSeptember 15, 2011
Adam J. Shapiro
SalesReformSchool
Adam@salesreformschool.com
www.salesreformschool.com
404-798-8397

Expectations
Confidential and Proprietary

Expectations

To expect too much is to have a sentimental view of life, and this is a softness that ends in bitterness.
- Flannery O’Connor
2011 Confidential and Proprietary©

DO
2011 Confidential and Proprietary©
Expectations
KNOW
EXHIBIT

Inside Sales Process

Why Process?
If you can’t describe what you are doing
as a process,
you don’t know what you are doing.
- W. Edwards Deming

The Ingredients:
A documented set of repeatable sales activities
The Know-How:
Consistent positioning of offerings
The Taste Test:
Objective assessment of progress
Like a great recipe, your sales process should provide…
…resulting in a sustainable competitive advantage.

If You are Going to Wing-it, Do It Right!
This phrase dates from the late 19th century and the verb 'to wing' was defined in an 1885 edition of Stage magazine:
"'To wing'... indicates the capacity to play a role without knowing the text, and the word itself came into use from the fact that the artiste frequently received the assistance of a special prompter, who... stood... screened..by a piece of the scenery or a wing.”
The phrase 'winging it' is used in print explicitly in 1933, although it must have been well-established before then, in a book that could hardly be better equipped to explain the meaning, Philip Godfrey's Back-stage: a survey of the contemporary English theatre from behind the scenes:
"He must give a performance by 'winging it' - that is, by refreshing his memory for each scene in the wings before he goes on to play it."
Copyright © Gary Martin, 1996 – 2011
http://www.phrases.org.uk/meanings/412350.html

Prospecting Scripts
Inbound Interest Conversation Starters
Conversational Success and Other Stories
Open-ended “Getting to Know You” Questions
Why, Who, What, When, but start with Why
Metric and Value Searching Questions
Buyer and Opportunity Qualification Questions
Scripts or Conversation Tools

The Practice Cycle
Execute
Practice
Retrospect

Adam J. Shapiro
SalesReformSchool
Adam@salesreformschool.com
www.salesreformschool.com
404-798-8397
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Presentation on On-boarding inside sales reps

by Adam Shapiro on Sep 15, 2011

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