Download 42 Rules for Building a High-Velocity Inside Sales Team. by Lori L. Harmon PDF

By Lori L. Harmon

Inside revenues is the quickest transforming into revenues channel as a result of its affordable nature; an inside of revenues rep's can deal with way more contacts each day than their box revenues counterpart. when you are a "C" point government with accountability for providing profit you can't have the funds for to miss any ideas contained in '42 ideas for development a High-Velocity inside of revenues Team'.

This publication may also help you and your workforce, comprehend the main components required to construct a excessive pace inside of revenues group that would speed up your profit.

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Extra info for 42 Rules for Building a High-Velocity Inside Sales Team. Actionable Guide to Creating Inside Sales Teams that Deliver Quantum Results

Example text

What rules have you broken with a positive outcome? Section I Strategy, Planning, and Alignment You are considering building an inside sales team. Great! Before you start hiring, consider your goals and objectives to effectively plan out your inside sales strategy. Know what kind(s) of inside sales team(s) you plan to build and the profile of the candidates that will be hired. Rule 2 Have a Go-to-Market Strategy We…proved that [inside sales] could win a high close rate at one-third the cost and in one-third the time.

What titles in the target companies will make the purchase decision? Will these titles be reachable via telephone? For example, doctors are rarely available by phone and require a face-to-face sales approach, whereas real estate agents are easy to reach; corporate contacts are somewhere in between. What are your price points? What is your (estimated) average deal size? What is your (estimated) length-of-sales cycle? How will you sell it? This is where your channel strategy comes in. Armed with this information you will be able to determine if it makes sense for your company to build an inside sales team.

What is your competitive advantage? Once you answer these questions you can begin to design a sales strategy, position your company to go to market, and win the game. Now let’s break it down by buyer type—consumer or business? If your product is targeted at the consumer (B2C), then you must consider the profile of your most likely buyer. Gender Age Demographic What value does your product provide? Where do they shop (retail, high-end department store, online, discount stores)? What is your distribution method (direct sales, retail sales, channel distribution)?

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