Inside Sales by Design

inside sales leadership

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It has to work for everyone

I’m not talking about individualism or relativism. I’m talking about solutions that allow everyone to be their best. Operate at a high level. Minimize finger pointing and the blame game.

(You spell blame: b-lame.)

Does your org have systems in place that allow for everyone to be their best. Here’s a question to jump start that conversation: Are you spending the same amount of effort and energy counting the ROI on your AE and outside sales team as you are your SDR team? If not, why?

A few other questions to consider:

  1. Do your meetings have agendas?
  2. Do you start/stop on time?
  3. With a declarative statement and recap? Complete with who and when identified?
  4. Does change management within your org build off of adult learner theory as your starting point?

There are no right/wrong answers here…..only ways to improve and get better. Own it and make it happen. Today.

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A 6-step method to coaching feedback. Ben Simms’s Secret Formula!

Ben Simms is the delivery leader of outsourced B2B sales programs at MarketSource. He oversees over 30 sales teams that execute revenue generation growth throughout the entire customer life cycle from lead gen to customer success. In this presentation he will share tactical coaching practices that will immediately improve your sales results.
1. How to build a coaching feedback culture
2. A 6-step method to delivering feedback
3. Documented results
4. Practice giving feedback on an actual sales call to an actual sales rep

Register here for the SalesClass LIVE session on Thursday, October 29th at 10am PST!

Sales leaders, there is one underutilized coaching opportunity that immediately improves a Sales Representative’s performance. Since all Sales Reps are now working remotely there is an opportunity to help notch up their skills.

Many sales people have successfully worked inside, or virtually, for years while others are still uncomfortable making adjustments. Call coaching, phone observations, feedback on virtual demos, or even windshield “ride-a-long” feedback for outside reps is the single best coaching sales leaders can provide a Rep. IF it’s done correctly. Why?

Because their very next call, presentation, visit, or demo is immediately better than the last one. How do you build a coaching culture that has your Sales Reps wanting feedback and continuously improving?

Register here and see you soon!

 

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Time to Think

Time to process is a highly underrated agenda item. Do you have time to think on your calendar? Time to process?

It’s definitely worth building into your schedule for the day, week, month, and year.

Great things happen when we allow ourselves and others time to process and embrace an idea and concept. It allows us to go deeper, for knowledge to sink in and become wisdom.

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Graceful Evolution

Only happens when we’re paying attention. And learn to see the end of one chapter and the beginning of another. Or a continuation of a chapter.

It’s our professional responsibility to be a continual learner and learn to discern when the “turns” come in our careers.

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2 Ways to Process Information

  1. By talking. You’re the one where clarity happens when you’re talking it out.
  2. By doing. You’re the one who’s a-ha moments happen when you’re DOING.

Which processing method are you? Be sure to recognize and then double-down on your processing power.

Action: Recommend and LOVE User Guides. A little 3×5 card or add it next to your name in your Zoom name – Talker or Doer. Helps everyone level set expectations.