The document discusses the future of inside sales and the evolution that is needed. It notes that over 1 million new inside sales jobs will be added in the next few years, creating both opportunities and challenges as demand increases but the supply of skilled workers does not keep pace. A new model of inside sales leadership is emerging that focuses on people, process, and professionalism to take inside sales to the next level.

2. #SalesSummit | @rperk10
Presented by
Bob Perkins
VP Sales – Merrill Corp.
Chairman AA-ISP
The Future of Inside Sales

3. The Evolution of Inside Sales
The Buyer
The Seller
The Technology

4. 1 Million Inside sales Jobs Added!
0
0.5
1
1.5
2
2.5
3
3.5
4
4.5
Today Tomorrow In 4 years In 7 Years
Industry Growth Research 2013 – InsideSales.com / Zoominfo

8. Required Skills Have Increased!

9. A Supply & Demand Challenge
• Demand is High
with job growth
• Supply of skilled
ISR’s is low

10. Are Today’s Organizations & Inside Sales
Leaders Ready for Tomorrow?

11. An Emerging New Inside Sales
Leadership Model

12. • Knows the Bar
• Expert at Sourcing & Hiring
• Training Savvy
• Respects, Trusts & Enables
• A Coach & Mentor
• Promotes Career
People Focused

13. • Cross-tool Adept
• Measure what Matters
• Sales Driven
Process Proficient

14. • Embraces Leads the Change
• Creates Solutions
• Promotable
• Industry Advocate
Professionally Minded

15. Taking Inside Sales to the Next Level of Professionalism and Performance…