5 Best Practices for Building a Successful Inside Sales Program

Building an effective Inside Sales Program doesn’t happen overnight. It takes time, strategy, and the right people!

This blog post will walk you through some of the best practices for building a successful inside sales program.


1. Hire an Inside Sales Supervisor
It’s very important, whether you have 1 or 2, or more Inside Sales Reps that you have someone looking over what they’re doing. So, if you only have 1 or 2 reps, you can select one of them to be a working supervisor.

However, if you have more than 5 reps, we recommend hiring a full-time supervisor to oversee and guide day-to-day processes. This will help keep your inside sales team and sales organization as a whole on track.


2. Hire Candidates with Previous Experience
At Ledgeview, we recommend hiring Inside Sales Reps with at least 2 years of experience in the field.

This is a must for us at Ledgeview, since it shows an Inside Sales Rep’s dedication to their career and craft. As we mention in the new Ledgeview Partners eBook, “21 Tips for Building a Successful Inside Sales Program,” Inside Sales Reps have a unique expertise and dedication to their field.

When you hire someone who has put in the time, education, and effort, you can be more assured you’re getting the best value out of your team members.


3. Incorporate Inside Sales into the Overall Sales Organization
When you look at your sales organization, you need to make sure you’re incorporating Inside Sales to it. So, be sure to invite them to the same sales meetings and training.

Make them a part of your organization, because they do play an integral part! When you do it correctly, they will see their value in the same ways you do and be solidified within their roles.

Celebrate sales wins and inside sales wins. They may be smaller scale wins by comparison to Outside Sales but are likely to happen more frequently.


4. Define and Use a Sales Process
Whether you have an Inside Sales Program or not, when you have an effective sales process in place, everything else follows suit with quality. All companies involved in sales have a sales process.

Make sure you have yours effectively defined, and your Inside Sales Reps know it. With Inside Sales, yours should specifically define the flow of how an Inside Sales call should go and how reps can adhere to that process.

Tightly define parameters and must-haves. Inside Sales Reps can fill in gaps with their personality.


5. Establish Clear Metrics and Growth Goals
Establishing clear metrics and growth goals are just as important for Field Sales (Outside Sales) as they are for Inside Sales. Define your metrics and growth goals with Inside Sales, then monitor and track their progress on a regular schedule.

This helps keep everyone on-track and accountable. Inside Sales Reps are motivated by goals that they can go after the same ways your Outside Reps are.


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.”

Download it here.

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About Julia Flaherty

Digital Marketing Specialist at Ledgeview Partners

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