Transforming Your Inside Sales Team - Handouts
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The session outline involves three parts: Part I discusses basic building blocks for sales managers including setting goals, effective onboarding and training, coaching reps, and using reporting dashboards. Part II will feature talks from two VP's of Sales who implemented new inside sales teams, covering their experiences and lessons learned. Part III is a workshop where attendees can apply what they've learned to their own organizations, using an annual planning document to develop solutions for their top priorities.
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Transforming Your Inside Sales Team - Handouts
- 1. Session Outline Part I Basic Building Blocks - we'll talk about: Your Team's Goals, Mission & Vision, Effective Onboarding and Training, Sales Manager 101, Coaching and Motivating your Reps, Reporting and Dashboard Do's and Dontss Part II Tales from the Real World hear from and ask questions of two VPs of Sales whove implemented new Inside Sales teams within their company. Youll hear their Why, How, and What in addition to obstacles overcome and the results achieved. Part III Workshop Time Lets take what weve talked about and apply it to your organization and team. Leveraging an Annual Planning document, what weve learned so far, and with your peers, come up with solutions or a starting point to tackling your most pressing priorities.
- 2. Part I Basic Building Blocks - we'll talk about: Your Team's Goals, Mission & Vision, Effective Onboarding and Training, Sales Manager 101, Coaching and Motivating your Reps, Reporting and Dashboard Do's and Dontss Building Block Today 1-10 Goal 1-10 Your Teams Goals How well are they known and understood? Are the goals aligned with the companys goals? Mission & Vision Does everybody know the mission and vision? Does everybody know which hill theyre taking on any day? Is it aligned with the companys Mission & Vision? Effective Onboarding Are your people able to sell more quickly? Are they made to feel welcome? Are the basics covered? Does your onboarding include some Sales Best Practices? Does your onboarding include training on your systems and tech? Effective Sales Training This is NOT product training. This is ultimately the how of how your product/service is sold. Are your reps trained on Sales 101 blocking and tackling, overcoming objections, pre-call planning, value proposition statements. If so, how well? Sales Manager 101 Contrary to popular myth, your best sales rep does not always make your best leader. What does your ideal leader profile look like? Yes, we want them to be able to sell, but we also want them to be able to lead. Is this person able to lead by example, inspire, remove barriers, hold effective 1:1s, communicate up the chain effectively, and keep the team focused? (Among probably a dozen other tasks.) Coaching & Motivating your Reps Some say, I shouldnt have to motivate my reps, and theres a part of that statement that is true. However, coaching works and the byproduct of a good coach and/or coaching sessions is the reps feel more motivated afterwards. What do your 1:1s look like? Are they inspiring or beat downs? (See employee engagement stats.) Reporting Dos and Dontss For the love of God, please stop measuring every little thing. Just because we can, doesnt mean we should. Are your KPIs clearly defined? These should be the vital stats of your organization. Yes, if those vital stats go red, dig deeper. However, until then, information overload slows down the team, produces a nit-picking feeling, and may overall demotivate. Is success clearly defined for your team? Do they know what it is? Can they see it? Touch it? Articulate it?
- 3. Part II Tales from the Real World hear from and ask questions of two VPs of Sales whove implemented new Inside Sales teams within their company. Youll hear their Why, How, and What in addition to obstacles overcome and the results achieved. Notes here
- 4. Part III Workshop Time Lets take what weve talked about and apply it to your organization and team. Leveraging an Annual Planning document, what weve learned so far, and with your peers, come up with solutions or a starting point to tackling your most pressing priorities.
- 5. Appendix A 1. Where should you spend your time? 2. Which area would give you the most return? 3. If you had to prioritize if you have more than one area to focus on, where would you start? What would be second? Third? Etc.