Five Creative Inside Sales Coaching Strategies to Build Energy and Attitude

The inside sales profession continues to grow as a profession but as digital communication continues to grow it becomes tougher and tougher each day for inside salespeople to garner success. What I mean by this is it's tougher to get a hold of prospects and maintain a continuity with them as customers have become increasingly busy as well. These challenges can wear on an inside sales person that can often affect how they are perceived in terms of their energy, tone of voice, motivation, persistence, etc. Here are five creative strategies to help your inside sales team maintain its level of success:

1. Have your sales team make 10 calls standing up in the morning and 10 in the afternoon. The old notion of motion creates a motion will help them sound more energetic and by standing up it helps avoid the hunching over which can create a perception of being monotone and potentially not energetic about what is being sold.
2. Break up your team into teams of two and create fun activities such as who can make the most prospecting calls or who can secure the most appointments. Each pair is considered a team and this creates a fun but albeit peer-based pressure within the team of two as well as the whole sales team. Get a whiteboard where the teens track their activity and this can serve as a visual coaching tool for the whole sales team.
3. Schedule walking breaks. Sitting at a desk is tough enough but when you combine that with rejection and leaving constant voicemails it can wear on the psyche of anybody; therefore, it's imperative that we energize our inside sales team members creatively. Literally, grab your people in a one-on-one fashion and asked them to take a short brisk walk and if appropriate even outside. You will notice a huge difference in the way they sound when they get back to their desk and start talking to customers and prospects.
4. Use instant messaging but only use instant messaging in a particular week of the month providing positive feedback and ONLY positive feedback. Let your people know they sound great or that there demonstrating the benefits of the product or service they are selling successfully. This message can infuse energy above and beyond the normal corrective action of what they're doing wrong.
5. One of the best things we can do is to show our appreciation and a great way of doing this is to literally send a handwritten card home acknowledging 1 to 2 specific things each salesperson is doing. This might seem a little cliché and corny but think about getting a personalized card written by your manager acknowledging your effort and ability to perform. This will energize someone to come in the next day to hit the phones hard.

The suggestions are certainly not rocket science but let's be honest often we can run the risk of coaching to metrics such as the amount of time on the phone or the number of calls being made or the actual sales being made.. Where there is a lack of success in these areas will lead to an erosion of energy and attitude and conviction to being successful. It is incumbent upon us as sales leaders to help drive the energy of each and every inside sales team member so they are perceived professional and energetic to what is being sold on every single phone call!

Check out Our Upcoming Webcast on Our New Inside Sales Coaching System: July 20th at 11:00 am: register here: https://attendee.gotowebinar.com/register/2077010833653137155