building inside sales

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Building Inside SalesYour Roadmap to a Best Practice Group

Trish BertuzziPresidentThe Bridge Group, Inc.

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Topics•Why Inside Sales?•Which Model is Right for Me?•Fundamentals of Successful Hiring•Ramping Your New Hires•Motivating Your Team•Maximize Their Success



Why Inside Sales?



Wait, what exactly is Inside Sales?

Here’s a starting point:



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)



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



Which Model is Right for Me?



How far can Reps take an Opp?

Based on the SiriusDecisions Demand Waterfall



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



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:



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.



Ramping Your New Hires



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



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.

► Enhanced CRM Implementation Focus your CRM allowing Reps to learn, adjust & benefit. Give them content and insights that help sell.


If you liked this preview, you’ll love the Ebook.

BridgeGroupInc.com/build_inside_sales.html


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Thank you!

Trish BertuzziThe Bridge Group, Inc.

[email protected]


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