Inside sales succeed only under complex conditions. Psychology, physical environment, talent, and management leadership weave together in promising ways. If you could bottle this combination of events, you could sell the solution to a ready market. Absent that, you can find your success with 10 inside sales management best practices and tips studied here.
10 Inside sales management best practices
- Manage Team Talent: Locating, hiring, and developing talent presents an increasing challenge. The promise of adequate and motivating compensation, comprehensive benefits, and career potential assumes your business’s ability to structure and support the promise.
- Lead in Person: Inside sales management best practices require outstanding manager skills. Instead of micromanaging with heavy-handed metrics, it partners with inside sales reps to create a social environment that coaches, motivates, and engages.
- Socialize Culture: Strategy is an active effort, not a static theory. A strategy is a process, and process evolves as a dynamic. And, the center of the dynamic lies in the developing a social climate where inside sale reps are comfortable with their mutual interests and meaningful goals.
- Align Goals: Inside sales management best practices encourage managers to research goals and metrics to determine values before implementing competitive structures. They understand that one size does not fit all. Instead, they select patterns that incentivize and reward performance aligned with a team and stakeholder goals.
- Communicate Effectively: The best tools and strategy will not see the light of day without clear and consistent communication. Contemporary sales workers want vivid, visual, and virtual messaging. They want signs, pictures, and gamification that engage.
- Manage in Real Time: Customer and manager feedback loses value in time. A productive sales team values consumes and assimilates real-time input in addition to periodic personal performance assessments. Instant feedback should be direct, one-on-one, yet published to the team.
- Coach Constantly: Coaching is part instinct and part learnable style. It takes training and eats time. But, the presence of the manager as coach drives motivation, and motivation drives performance. The effect is partly due to the pressure and partly due to the personalization. People are motivated by both the boss’s management pressure and personal interest.
- Treasure the Pipeline: A promising pipeline does not build by accident. Managers need to teach, measure, and forecast. Coaching managers will show their inside sales reps what direction their pipelines promises and correct the direction. Forecasts are useless when they do not align with department and business goals.
- Strategic KPIs: Key performance indicators (KPIs) must measure more than process flow. Structure all your inside sales management best practices with following constantly all key performance indicators. They should measure predictive performance, and producers must understand the connection between action and KPI. Scores are lost on salespeople if they are not clear on meaning and reasoning behind the metric.
- Party Hearty: Managers must deliver on promised rewards. They must present awards with noise and energy. Wins should be loud, colorful, and widely broadcast. The celebration itself takes on meaning, and it doubles the effect of the prize. Lay a red carpet and light the lights for ceremony and celebration.
Inside Sales Representatives are, by nature, hyperactive, gregarious, and demanding personalities. Their strengths arise from this personal dynamic. But, it makes managing this energy challenge. The successful Inside Sales Manager understands management requires a high-energy consistency in personable leadership as well as administrative controls.
Success is more personality than process, follow our 10 inside sales management best practices explored here.