30 Ways to Improve the Productivity of Your Inside Sales Team

1. 30 Simple Tricks to Increase Inside Sales Productivity

2. Introduction • Inside sales as defined by the businessdictionary.com is “Sales made by employees who do not leave the physical location of the office.” • Quick and easy organization as well as proper communications with the staff dealing with the sales and other departments of the company is also to be kept in mind and frequently put to maintenance if the aim of your business is to grow and succeed in its field. • Improving productivity and thus consecutively keeping and maintaining least distractions, and in turn helping in increasing on the sales training.

3. Tips to Improve Inside Sales Productivity • No Background Tasks for Agents • Grouping of Data • Implement Call Cadence • Outsource Lead Generation • Inspiration • Regular Meetings with Team • Avoid Management-Centric System • Efficient Sales Manager • Never Let your Team Over-Work • Training is a Must • Proper Reinforcement • Motivation • Choose Agents Based on Merits • Emotional Intelligence • Stricter Sales Department • Offer Latest Technology • Know Your Needs • Quality Data Source • Research for Software

4. Tips to Improve Inside Sales Productivity • Have Certain Set of Rules • Quality-based Appointment • Eliminate Irrelevant Tasks • Guide Team Towards Goal • Be Open to New Technology • Increase Customer Referrals • Have 360 Degree View of Clients • Efficient Sales Process • Do Outbound Calling • Receive Feedbacks • Assess the Team’s Efforts

5. 1. Training is a Must • Training of all the agents must be done once they are appointed in spite of their experience levels. • It will help them get familiar with the rules and operations of the company. 2. Proper Reinforcement • Any training is ineffective without proper reinforcement, so it must be made clear to your employees that your ways are constructive for their welfare by actively getting involved in their training procedures in whatever way possible.

6. 3. Motivation • Motivation is another huge factor, because without a proper motivation a sales agent will fail to do what is expected of them to be done, which is certainly not favorable to the company. • Providing your sales agent, a certain goal and incentives will make them feel more associated to the company. 4. Choose Agents Based on Merit • Choosing the professionals fit for the job, and not hiring them based on the resume alone, can make or break the company. • Often people with no experience are better workers than people who are skilled, and to understand this, a proper profile check should be conducted and implemented in the company practices.

7. 5. Understanding Emotional Intelligence • It is essential to teach your employees the importance of basic emotional intelligence which will help them in turn to identify customers effortlessly and act accordingly. • Naturally it involves hard work and time but completing this particular part will train them to be a better sales agent. 6. Stricter Sales Department • Choosing the professionals fit for the job, and not hiring them based on the resume alone, can make or break the company. • Often people with no experience are better workers than people who are skilled, and to understand this, a proper profile check should be conducted and implemented in the company practices.

8. 7. Offer the Latest Technology • Providing your sales agents with the latest and updated version of the data is of utmost importance. • This can be done by using proper cloud call center software solutions that will help them focus better and increase their productivity faster. 8. Know Your Needs Before Buying Software • In order to provide agents with such tools, you need to be competent to make a distinction properly. • To do so, a call center solutions comparison is required, for it will help you select what’s right for your company rather than what is the most expensive of them all.

9. 9. Quality Data Source • Investing is a quality data source is quite important in order to make sure that the titles they are using are related, modern and accurate to the task, with the added contact data being not only correct but also complete. 10. No Background Tasks for Agents • Sales agents should never be allowed to do background task such as customer development. • Instead a proper efficiency tool must be used, with customer cleaning applications that are definite to handover great and fresh data to the agents.

10. 11. Do Research for Software • It is quite likely for a smaller business to be unsure of all the price listings of such software, so a research for call center software pricing can be done, to help in deciding on perfect software to suit the company needs. 12. Grouping of Data • To give huge information to your sales agents, structuring of data into groups of similar leads, by their source title paths, industrial purposes, company size and messaging methods should be done in real time.

11. 13. Implement Call Cadence • A call cadence must be implemented at all times, which means that a structured campaign approach is very important. • This means emails, calls and messages to be set in a pattern that will allow the managers in pinpointing the parts which needs improvements and parts which doesn’t need anything at all. 14. Outsource Lead Generation • If the company is a startup company, it is important to outsource the generation of lead. • As it can greatly help in immediate revenue generation for the company.

12. 15. Inspiration • Inspiration is a key factor in getting the sales agent of your company boost up and productive. • Sometime it works better than higher commission because it demands to the human desire to outdo their personal desires for the desires of the company they are associated it. 16. Regular Meetings with Team • A great way to keep in track with the sales agents of the company is to hold weekly meetings with them and take a sort of report on their work, for their assessment, and suggest to them ways in which they can improve themselves. • It will eliminate the negative qualities of your sales agents and reinforce positive ones.

13. 17. Avoid Management-Centric System • Making your systems management-centric is a big no no. • You should opt for streamline reporting whenever possible to reduce the amount of time taken for business development. 18. Efficient Sales Manager • To improve the efficiency of the company, it is a good idea to keep a group of sales manager who will work together to go beyond a sales management rhythm, which is a plan that draws both the formal and the informal contacts of sales to their managers to achieve set goals within a time period.

14. 19. Never Let Your Team Overwork • It is never a good idea to overwork your team. • Providing your agents with proper tools that will do the job for them is very important. • Otherwise the entire system will turn out to be counterproductive. 20. Have Certain Set of Rules • Having a set of rules to resolves how a certain task must be performed. • It is important in eliminating redundant actions and employing the proper methods to help with the completion of plans in a better way.

15. 21. Quality-Based Appointment • Hiring individuals who will mesh well with the team and be a team player is significant when it comes to sales agents. • A company may have excellent sales training, great marketing strategies, and valuable prices, but without the existence of outstanding agents, it will worsen the efficiency of the company. • Thus, hiring a great sales agent is very important.

16. 22. Eliminate Irrelevant Tasks • Elimination of tasks that aren’t quite as useful is important in balancing the workload on the employees, resulting in higher productivity rates overall. • The less the confusion for the sales agents, the more they will be able to help with the system of the company. 23. Guide Team Towards Goal • An efficient way to improve the competence of the sales team of the company is to know their task and keep themselves ensured that they are effectively working with useful and productive leads that are relevant and not stale. • If your sales team starts out their jobs with nothing but exhausted leads, they are going to waste a lot of time trying to sell to the wrong group of people. • Therefore decreasing the production of the company.

17. 24. Be Open to New Technology • Being open minded and acceptance of latest technology can help your company be more successful and therefore accordingly, a better streamlining procedure in the workplace and help with the relations. • Popular software programs, for instance Dropbox and Skype and even Google Drive, have succeeded in helping in individual business for better productivity. • It has also handled the communications and support materials that are needed by the entire team for being in one place at one particular time. • Thus, regardless of where that specific sales person may be, the work doesn’t come to the halt at any given second.

18. 25. Increase Customer Referrals • An effective way to greatly improve the productivity of the sales team is to increase the number of customer referral contribution lined up for them to manage and solve. • It will help them in pushing their limits and gain experience. 26. Have 360 Degree View of Customer • Having a 360 degree view of the customer from all the aspects customer meetings is a great way on increasing the productivity of your sales team. • This can be accomplished with the help of the CRM or Customer Relationship Management tools that the sales personal has to view the current sales activity.

19. 27. Have Efficient Sales Process • It is essential to have a sturdy and efficient process for all the phases of the sales cycle that can successfully catch all the obvious mistakes, the shortcuts taken, or the steps that are skipped by both the manual and by the software system. 28. Do Outbound Calling • Dedicating a couple of hours to nothing but outbound calling can help in increasing the productivity greatly and help you and your team refocuses and gathers your thoughts well and efficiently. • If you are interrupted by a number of calls of the same time, installing software that will group these systems together will be very supportive in staying organized and focused.

20. 29. Receive Feedbacks • Ensure that your sales team is receiving constant feedback from the company. • As that way you can understand the right as well as the wrong of their actions, to comprehend what they are going to do in the future to maximize their efficiency. 30. Assess the Team’s Effort • While dealing with ways to improve the productivity of the company, it is significant to start with the assessment of the team’s sales enablement efforts, while checking the inefficiencies and stopping the flow that’s weakening sales success. • This can be done by executing tools and processes to gain efficiency.

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