Inside Sales – Enablement, train to win!

So, you’re part of an Inside Sales Team – but how do you get match-fit for the task ahead? There are a number of ideas on the best way to enable Inside Sales and in our opinion, we need a three-dimensional approach; through intensive class room training, sales role-play and learn-teach-learn.

The classroom training means fully immersing yourself in the product/service – having the opportunity to touch and feel and play with it, see it’s functionality, and fully understand the value proposition - we need a light bulb moment when the teams realise and become passionate for the unique value on offer to their customers! Working in small groups, teams then define their own way to convey the key critical messages – refining any pre-formulated pitch with something that matches their own style, and speaks to the specific needs of their customer base.

Next the sales representatives need to practice, to put themselves outside their comfort zone, to become confident and natural at delivering the key messages with the right tone, empathy, confidence and professionalism – that means role play, role play, role play…. Figure out any knowledge/capability gaps with a colleague, bridge them, and become fluent.

Finally, and by no means least, Learn-Teach-Learn. We think people learn best when they have to teach something to others. Sharing of knowledge, anecdotes, objections, case studies, what worked/didn’t work, using one-on-one situations, daily huddles, weekly team meetings, scheduled enablement calls, etc…. As this approach becomes part of the fabric of a Sales Rep’s working life, the sharing of knowledge through learn-teach-learn should become part of the DNA.

Don't just talk about it, practice it.

We would love to know of other approaches that are producing great results, join in the discussion!

Co-authored by James Jarvis and Matt Anson