The document discusses best practices for managing an inside sales team using Salesforce.com. It recommends having a clear call strategy that includes optimizing contact rates, speed of response, call timing, and persistence. It also suggests leveraging Salesforce features like lead scoring, the console, dashboards, and a dialer to help reps manage their day. Additionally, it provides tips on measurement, management, avoiding channel conflict, and providing marketing support to reps.
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Best practices for managing inside sales with Salesforce
1. Best Practices for Managing Inside Sales with Salesforce.com
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by ShellBlack, Principal at ShellBlack.com on Sep 03, 2012
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Best practices for managing an inside sales team with Salesforce.com. Call strategy, lead scoring, using a
console or a dialer, management and measurement tips and tricks. Know when to call, how many ...
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http://www.slideshare.net/ShellBlack/best-practices-for-managing-inside-sales-with-salesforcecom[12/19/2013 8:43:38 AM]