48. Mike Damphousse CEO/CMO, Green Leads Contact Information: mike@green-leads.com 978-633-3233 x101 Q & A Blog: www.green-leads.com/b2b-blogLinkedIn: www.linkedin.com/in/damphouxTwitter: www.twitter.com/damphouxFacebook: www.facebook.com/greenleads
49. Best Practices of Inside Sales Training and Coaching Steve Harper CEO, Plan 2 Win Contact Information: sharper@territoryplan.com (603) 791-4588 Website: www.territoryplan.com Blog: success.territoryplan.com LinkedIn: www.linkedin.com/in/sharper
50. Level Set Inside sales is growing A bigger part of revenue responsibility Inside sales people tend to be younger and less experienced Bigger revenue pie to the least trained team We are using Inside Sales in a variety of roles Lead Gen Appointment setting Team Selling Closing
51. Inside Sales Trends in 2009 Field Sales headcount dropping 15% Inside Sales headcount is rising 18% Budgets down 5% Quotas up 4.9% “Savvy organizations will use the economic downturn as justification to replace direct sales “laggards” with well enabled inside sales. Customer (and employee) satisfaction will rise accordingly.” IDC 2009 Sales Barometer
52. Training and Coaching Inside Sales Best Practices Training is not an event… it is a process. Instructor led training is more effective than self paced In person training is more effective than on the web
53. Training and Coaching Inside Sales Best Practices Technology is critical in the development of an Inside Sales team 98% of coaching and training comes from management Invest in the additional 2% from an outside source
55. In-Person versus web based or distance training The key to adult learning is interaction The next generation is accustom to “multi-modal” learning. We are a multi – tasking society Create a Training Process and Learning Culture Have a path “Okay” is not Okay
56. In-Person versus web based or distance training Use In Person training to launch a new process or sales training Better engagement Higher investment Much more interactive More effective Generates excitement and inspiration Use new skills or concepts immediately Schedule a call blitz that day or the next
57. Web Based Sales Training Use Web based or distance training for reinforcement Repetition is key Lower Cost Widely Accepted Web Based Training can be Archived Stop Gap On-Board or start up
58. Technology, Coaching, and Using an Outside Source Splitters!!!!! Listening to calls is critical Listening to one side of a call is trying to fix a batter’s swing by sitting in the left field bleachers Record calls for training and self coaching Regular listening CRM SFDC, Sugar, I don’t care… Use something, and customize it for an Inside team
59. Technology, Coaching, and Using an Outside Source Data Sources Use something to provide good G2 to your team Inside View, Hoovers, ZoomInfo, etc. Use your data source to teach Business acumen Headsets Good ones Wireless Have a Bi-aural option
60. Technology, Coaching, and Using an Outside Source Use an outside training source that knows inside sales The same training for outside doesn’t fit to the inside team Customize to your situation, role, product set Use some of the concepts and language the outside team is using (they have to fit together) REINFORCE THE TRAINING!!! Training can not be an event. Coach to the training. Management MUST attend, learn, buy in, and use whatever is trained.
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