3 Ways to Build an Inside Sales Program Right

3 Ways to Build an Inside Sales Program Right

To build an inside sales program right, there are common pitfalls you want to avoid.

In this blog post, we walk you through things you don’t want to do when building an Inside Sales Program to drive results and leverage your sales organization’s success.

1. Don’t Let Inside Sales Become a Dumping Ground for Tasks and Projects
Whether you’re building an Inside Sales program or already have one, don’t let your Inside Sales team and program become a dumping ground for unwanted tasks that your Outside Sales team claims they don’t have time for or just don’t want to work on.

Your Inside Sales team should be focused on the initial responsibilities you laid out in their job responsibilities or employment contract.

Embracing tedious tasks is not the purpose of an Inside Sales Rep.

Often, when an Inside Sales Program is launched, one common reason for failure is not using Inside Sales Reps for their skills and pushing everything and anything over to them. You need a strategy and process to succeed with your program. Don’t go into it without a plan!

All of your moves should be strategic when it comes to project delegation.

Establish their responsibilities and goals from the get-go to keep your sales organization on track …

2. Do Not Hire from Within and Expect them to Continue with their Previous Duties
This is another common mistake we have found at Ledgeview when organizations try to implement their Inside Sales Program on their own.

Though it closely ties in with our previous tip, it stands out all it’s own. You cannot expect an Inside Sales Rep you hire from within your team to maintain their previous responsibilities.

Whatever role they were in prior, Inside Sales is a role all its own and should be treated as such. You cannot expect one employee to do two jobs, nor should you. They need focus and clarity in their roles to truly thrive.

Do not spread one employee too thin. You are doing them and your organization a disservice when you do this.

3. Do Not Create an “Us” vs. “Them” Mentality
This mentality often leads to an Inside Sales team’s demise. If you are setting up Inside Sales the right way, you will not treat them differently than an Outside Sales Rep.

We define Inside Sales at Ledgeview the same as Outside Sales, except reps are using the phone instead of face-to-face communication.

Train and treat your reps the same. Regardless of their specific function, both Inside and Outside Sales Reps should be aware of and be working towards the shared goals of the sales organization.

Learn more about building a successful Inside Sales Program when you read Ledgeview’s new eBook, “21 Tips to Building an Effective Inside Sales Program.”

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