As the rough economy intensifies in manifolds, the inside sales team are stifled in culminating their efforts in building a structured and efficient pipeline of quality leads.
The Inside sales manager should work closely with the lead generation function of his/her team to create campaigns, strategize, and measure results.
As an inside sales manager, you are expected to have a lucid understanding of your prospect’s pain points and priorities and how your products or solutions can fit into their needs. This will help you in establishing inside sales strategies, pitches, techniques, etc that resonates well with your prospects.
Inside Sales Strategies that you can start off with that will help you in inside sales lead generation
Establish a fool-proof lead generation pipeline: Your inside sales force should have the unremitting focus on generating actionable, quality leads. They should be singularly focused on building and improving the lead generation process. For this, they are to be trained consistently to deliver complex value propositions to prospects in the hostile climate of cold calling. They should understand the pain points and requirements of the prospects they target before initiating a conversation.
Cultivate Internal Accountability: Inside sales force should be personally committed in generating quality leads to the sales pipeline. They should be held accountable for their pipeline after a few months of training (ideally 6 months). This will imbibe a sense of ownership and acknowledgement for the efforts construed in building a quality sales pipeline. An outsourcer for instance, take responsibility and strict adherence to metrics to create an actionable sales pipeline. Develop the way of life of an outsourcer and cultivate that mentality in your team.
Make a pitch that prospects cannot refuse: Work with your marketing team, customer support, product management, etc, and create a pitch that your inside sales team is able to advocate your value proposition. The pitch your inside sales force uses is invaluable in generating business.
Razor-sharp focus on Metrics: Analyze inside sales performance on metrics that actually matter. Parameters and criteria of evaluation should be transparent, encouraging your sales force to optimize their efforts in achieving their targets. Make sure these metrics properly align with company’s marketing and sales functions.
Invest in automation tools: Technology has advanced along with the toughening nature of sales, and companies are expected to invest in technology tools that are capable of expediting inside sales processes making their efforts more productive and effective. A sales engagement hub will provide tools to optimize targeted campaigns, analyse the effectiveness of each campaign, and facilitate in developing and improving the ‘best-of-best’ processes. And if you are currently using an Inside sales technology tool, make sure your technology is ideal for your inside sales process as discussed in our previous blog “5 signs that your CRM is not an ideal fit for Inside Sales”
Building an inside sales team may sound like a cakewalk, but the strategy specifications are what will make a difference between average sales and remarkable sales growth. To build an ongoing, successful pipeline of actionable leads that meets and exceeds your expectations, you must establish bullet-proof processes and accountabilities.