5 Obsessions of Top-Tier, High-Velocity Inside Sales Teams

Recently I interviewed five leaders of rapidly growing, high-velocity inside sales teams to find out how they're achieving such outstanding results. Turns out, it’s the things they obsess about that make the big difference—and five big ones stood out!

Here's an overview of their obsessions. To get the details, download my new "5 Obsessions" ebook now.

Obsession 1: Feeding the lead machine

The entire business model of these companies depends on leads. Lots and lots of leads. But, not all are created equal. Leaders from these top-tier companies rigorously evaluate the performance of the leads they purchase. And, they ensure their people do everything possible to exhaust all options with every single lead.

Obsession 2: Hiring and onboarding personnel

It takes a very special kind of seller to succeed in this high-pressure, rejection-laden environment. Top-tier leaders start by looking for the most tech-savvy, hard-working, self-starters they can find. Once they’re hired, nothing is left to chance. Each company has rigorous standards for training, coaching, and rewarding their sales teams.

Obsession 3: Differentiating when competition is fierce

Each companies’ product is virtually identical to their competitors. They must stand apart to become the chosen vendor. How do they do that? First, they focus on speed. Often, the first person to reach the customer wins the business. Simple as that. Also, they're maniacal about creating a quality customer experience, too.

Obsession 4:  Maintaining motivation in a burnout job

Making hundreds of dials each and every day is tough. These top-tier companies have cracked the code on how to retain great reps in a high-pressure environment. Some offer upwardly-mobile career opportunities, while others leverage their compensation plan. Additionally, they focus on creating a great corporate culture to engage and keep their people. While the methods vary, the obsession is the same.

Obsession 5:  Optimizing sales productivity

To meet their growth goals, all sales leaders agreed they couldn't do their jobs without sales acceleration tools for these three critical operations:

• Lead prioritization and lead scoring where reps are automatically fed the next best lead as soon as their previous call is complete. 
• Custom workflow creation for their lead-nurturing activities, with the ability to easily customize and fine-tune.
• Metrics, metrics, metrics. These top-tier leaders live and die by metrics. If one approach isn't working, they'll switch on a dime.

If you’re a sales leader in a high-velocity selling organization and want to be top-tier, it is critical to obsess about what matters most. To hear, in their own words, what these top-performing individuals are doing to excel, check out my hot-off-the-press ebook now.

Download: 5 Obsessions of Top-Tier, High-Velocity Inside Sales Teams

It's brought to you compliments of Velocify and you'll download it from their site.