Building an inside sales team in a Mature industry

1. Building an inside sales teamin a Mature industry By Ronan Whelan Head of Sales

2. New World Companies & Mature Companies New World International companies selling across large multiple territories Mature Companies National companies selling in a local territory

3. The Money Ball Moment

4. Inside Sales is ….

5. Why Laya Healthcare are introducing an inside sales approach

6. What I will Take you through • Where I come from • Pre Planning for an inside sales team • Market Analysis • The 5 fundamentals of building an inside sales team • Forecasting & budgeting approach • My tips on building an inside sales team

7. Where I Come From • Strategic Selling background • The target market is very clear • You know the competitor account managers • Intuitive & high emotional intelligence Selling • Entertainment & networking resources are high. You know the customers like friends What I have had to Change Personal Investment in becoming more analytical The answers are in the

8. Pre Planning an Inside Sales Team • Getting your company to understand what your talking about • Knowing your weaknesses • You cant do it without CRM • Understanding the Cultural Challenge • This is a change • This is not TELE SALES • by another name Understanding

9. Market Analysis Invest In the Right customer databases Understanding the Opportunity Segmentation approach Sectors / Locations / Size Agreeing the Buying Cycle for Selected Segments How the competitors do it

10. 5 Fundamentals of achieving revenue goals Planning People Process Performance

11. People “Great Sales People are like Stallions” We need to move them to Ironman Man & Machine in perfect Harmony • Hiring the right people • Having on board programme • On going coaching and training • Relationship Management

12. Planning & Process Process: CSO insight reports that the vast majority of companies are still when it comes to formalising, reviewing and measuring their sales process Planning Questions: Who can we turn into Customers What will we do to find them How do we transfer the opportunity • Implement a formal process that matches to your customers buying cycle

13. Pipeline • Answers all sales leaders should know • Driving pipeline growth before you see revenue growth • 3x times pipeline coverage? • What’s your win rate? • Inside sales person capacity? • What is the benchmarking levels for similar industries ?

14. Performance • Analysing Performance against your Plan • Are your marketing team are creating opportunities… • Can you ISR team handle this level of calls? • Is there quality of call challenge? Creating the Analysis Function is Key

15. Capacity & Budgeting • Do you have enough ISR’s? • Is marketing challenged to create leads ? • Have they a target? • Do you have enough outbound prospects ? • How much time to do they spend prospecting ? • How much of a budget do you need?

16. Summary • Don’t become Redundant • Technology is driving • Its all about the • Persevere with CRM • Build Ironmen not Stallions • Make it FUN… • Show them the Money