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Author: Tori Ackerman

How Inside Sales Reps Turn Sales Inputs into Valuable Sales Outputs

At InsideSales.com we like to measure progress. If you look in our salesroom, there is a constant feed of appointments, dials and contacts to track the progress of each individual salesperson. We even added a recruiting metrics TV in our admin department, and now everyone knows how our recruiters are meeting their goals. Tracking progression and setting goals must first start with a standard. If I want to become stronger, I have to work out every day. Then I start making goals, e.g., 100 pushups every day. In our company we set many goals, but we first must know our standard. As the education team contemplated this theory, we looked to the inputs and outputs concept. Inputs are what goes in to your department mainly outside of your control that help to contribute to the output of your department. The outputs are what you produce to contribute to your company’s growth. These inputs and outputs can be considered the standard, whereby then you can set important goals. This is what we came up with. The education department also conducts company meetings once a month, providing valuable instruction to succeed at InsideSales.com. Last Friday, we took time to let every department map out their inputs and outputs. This learning experience helped us to tangibly see the standard by which we set our goals. The best part of this exercise was...

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Inside Sales Tip: Educate Yourself to Know the Product and Customers Will Succeed

Our CEO at InsideSales.com, Dave Elkington, has coined the statement, “The success of our company depends on our knowledge of our product.” This may seem silly that the CEO vocalizes this often, but the importance of this statement runs deeper than one might originally think. For instance, imagine walking into a car repair store with some sort of car problem. You drive your car in and they lift it up for examination. After about 20 minutes, the attendant comes out and says, “I’m sorry, we aren’t really sure what’s wrong. We don’t really know that much about cars.” That scenario is exaggerated but is essentially what would happen if members of our company didn’t know the software, system or product. And it’s not just those who sell or support the product, it’s everyone. At InsideSales.com, our policy is that every new employee including those working in legal, accounting and HR is required to go through a two-week onboarding process to get trained and certified on our PowerDialer and PowerDialer for Salesforce.com systems. This commitment to becoming educated on the product assists everyone in their duties. Take Matt Hall, for example. Hall is the in-house lawyer at InsideSales.com, and he said knowing the product is essential to his ability to accomplish his job. “All of our contractual language is reflective of our technology. For example, our inbound product requires that...

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Fitting in with Inside Sales as an Outsider

I was drawn to apply for the education specialist position at InsideSales.com because the job description included writing. As a recent graduate from a journalism program, I was intrigued by a writing position within a sales organization. “What could these telemarketers possibly need from my skillset?” I asked myself. Clearly I wouldn’t be in my usual position where the questions floating around included the who’s, what’s and where’s of a crime or event or the correct spelling of pumpernickel. (It still looks a little funny.) I walked into the office armed with only the vague details I pulled from some quick glances of the website, with the words “dialer phone software,” “lead response” and “sales automation” swirling around in my head with no real comprehension. In the lobby I scrambled to read the multiple awards about InsideSales.com that garnish the lobby walls, including their Utah Best of State Awards and shout out from the Harvard Business Review. Clearly this company was impressing some people. I was guided in and faced my now-boss Chris Jorgensen. I had no clue what to expect. He began to explain the nitty gritty details of InsideSales.com. This included an explanation of the famous Lead Response Study, and the methods Dave Elkington and Ken Krogue used to address the problems uncovered with features such as the PowerDialer, Click to Call, lead reponse management, etc. The very definition of inside...

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