Building Inside Sales

Building Inside Sales

Your Roadmap to a Best Practice Group

Trish Bertuzzi President The Bridge Group, Inc.

Formatted to Fit Your Screen Note: This is a small presentation based on a Larger Ebook BridgeGroupInc.com/build_inside_sales.html BridgeGroupInc.com BridgeGroupInc.com

Topics

Why Inside Sales?

Which Model is Right for Me?

Fundamentals of Successful Hiring

Ramping Your New Hires

Motivating Your Team

Maximize Their Success

BridgeGroupInc.com BridgeGroupInc.com

Why Inside Sales? BridgeGroupInc.com BridgeGroupInc.com

Wait, what exactly is Inside Sales? Here’s a starting point: BridgeGroupInc.com BridgeGroupInc.com

Research by Dr. James Oldroyd of SKK University in alliance with Sloan School of Management at MIT How are Sales Models changing? 800k+ new Inside Sales positions will be added (over the next 3 years) BridgeGroupInc.com BridgeGroupInc.com

Low Cost + High Yield = GROWTH As sales leaders look beyond the missed revenue targets, headcount reductions and budget cuts that typified the sub-prime recession of 2008-9, they need to consider further expanding the role of inside sales as they adapt their organization to capitalize on the next growth cycle . September 2009 Joe Galvin , Vice President, Service Director SiriusDecisions BridgeGroupInc.com BridgeGroupInc.com

Which Model is Right for Me? BridgeGroupInc.com BridgeGroupInc.com

How far can Reps take an Opp? Based on the SiriusDecisions Demand Waterfall BridgeGroupInc.com BridgeGroupInc.com

Factors to Consider:

Sales cycle length & average order size

Are you selling to innovators/early adopters or more mature buyers?

Can your products sell themselves via demo/trial?

Fundamentals of Successful Hiring BridgeGroupInc.com BridgeGroupInc.com

Build out a Rep Profile that details the core competencies of the perfect candidate .

Take the time to think through:

Personality Traits

Required Past Experience

Desired Skill Set

Create 4 bullets for each of these 3 categories .

Here’s a sample Rep Profile: BridgeGroupInc.com BridgeGroupInc.com

Always conduct your first interview over the phone . You want to hear how articulate they are, how they think on their feet, their speech patterns, etc. You also want to gain an understanding for their command of grammar and vocabulary. BridgeGroupInc.com BridgeGroupInc.com

Ramping Your New Hires BridgeGroupInc.com BridgeGroupInc.com

Follow these 3 steps:

Provide them with a Sales Playbook (Include ideal customer profile, intro statements, qualification questions, trap questions - tied to specific Buyer Personas)

Have them hear how it’s done (double jack with experienced Reps on calls at the front-end of the sales process)

Show them on how to effectively use the CRM (what do they get out NOT just what they have to put in )

Maximize Their Success BridgeGroupInc.com BridgeGroupInc.com

Institute a strong process for both inbound leads & outbound activity.

Define your Ideal Customer Profile & Buyer Personas

Develop a Lead Scoring System

Remember the Contact is not the Opportunity - the Account is

Build a "remarket/nurture" plan

Deliver the right tools to enhance effectiveness & scalability.

Sales/Web 2.0 Technologies Investigate and invest in tools that will deliver results.

Inbound Marketing / Marketing Automation Focus on providing desirable content to your market. Move your process forward without involving a human touch at every step.