Faith, Talent, Science, or Cold Calls?

An INFOGRAPHIC 

It's no secret that companies are looking to grow faster and reduce travel & expenses by investing more in Inside Sales. Every other week or so, I get a call, e-mail, text, or InMail from someone asking my advice on how to start, scale, or turn-around an Inside Sales team.

I was in the restroom at an industry event recently and I was asked about the best way to structure an Inside Sales department.

While this was a bit unusual, I still offered my perspective. I am thrilled to see the evolution of the profession and I am always happy to help others get started. There are two things that I am typically asked by leaders that are looking to start an Inside Sales team: 

1. What are the characteristics of a good Inside Sales rep?
2. How many outbound dials do your reps make?

I’ll address #2 another time. – For now I’ll just say, while of course there needs to be regular and frequent outbound sales activity, a Magic Number of Dials does not exist. Here are my thoughts on cold calling: CLICK HERE.

As for #1 - This Infographic is based on a previous article of mine and displays what it takes to be a great Inside Sales rep.

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 To read my post on workplace resilience, please â˜… CLICK HERE ★