Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team

Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team

by Josiane Chriqui Feigon
     
 

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Inside sales is overtaking field sales—and driving profits! Businesses now rely on it to generate up to 50% of their revenue. The exploding demand for inside sales leaders means that top reps are being promoted even if they are unprepared for management. Despite their expertise with traditional techniques, many don’t “get” the new world of

Overview

Inside sales is overtaking field sales—and driving profits! Businesses now rely on it to generate up to 50% of their revenue. The exploding demand for inside sales leaders means that top reps are being promoted even if they are unprepared for management. Despite their expertise with traditional techniques, many don’t “get” the new world of Sales 2.0. They don’t know how to train their teams in social selling, digital communications, and disruptive content creation, skills that are absolutely vital in today’s sales environment. The pressure to produce can be crushing, but the guidance provided has been minimal…until now. Smart Sales Manager shows readers how they can lead their inside sales squads to success—from hiring and motivating to training, coaching, and more, including: • Customer 2.0: Selling to the new elusive buyer • Tools 2.0: Choosing the best sales productivity and intelligence tools for their team • Talent 2.0: Hiring, training, and retaining inside sales superheroes • Manager’s cheat sheets: Motivational strategies to salvage deals, engage employees, and boost managerial clout. Complete with real-life examples and smart sales strategies, this indispensable resource will bring managers up to speed fast.

Editorial Reviews

From the Publisher

"You really need to check out this new book by Josiane Chriqui Feigon if you want to manage a sales team in the twenty-first century.” --PCB007.com

"It’s the ultimate playbook for recruiting, training, and managing inside sales teams in today’s Sales 2.0 world." --Art Sobczak's Smart Calling

“…whether you are managing one person, yourself, or many, this is a book…that will help you be more in touch with your inner sales person.” --Life Insurance Selling

"…Smart Sales Manager is like having your own personal coach…. very informative book focused on managing an inside sales team." --Portland Book Review

The American Association of Inside Sales Professionals Book of the Year Award 2014

Product Details

ISBN-13:
9780814432846
Publisher:
AMACOM
Publication date:
07/10/2013
Sold by:
Barnes & Noble
Format:
NOOK Book
Pages:
272
Sales rank:
1,069,525
File size:
5 MB

Related Subjects

Read an Excerpt

I N T R O D U C T I O N

 

MANAGING INSIDE

SALES IN A 2.0 WORLD

 

You have a $75 million sales quota for the quarter, and you are responsible

for managing and driving revenues for your team of 14 direct

reports. You’ve got a full team of lead development, inside sales,

and renewals reps. You manage a unique, complex system of CRM,

tools, processes, talent, and technology that powers the organization.

Your job is to make sure that your people are running on all cylinders

and at maximum capacity—charging forward, making tons of calls

every day, and closing all the deals in their pipeline. It should be a

snap, right? But . . . that’s not exactly the case, and you’re not exactly

sure where to start to fix that.

 

If you’re like most managers today, you were promoted because

of your skills as an individual contributor and thrown into your job

with little or no management training. It would be so easy if you could

just grab your reps’ customer calls and show them how it’s done. But

your young team is impatient—the members just want answers. Now.

 

Meanwhile, 25 percent of your deals don’t close because of “no decision,”

only 40 percent of your team is actually making quota, and

win rates are under 50 percent due to significant discounting. New

prospects won’t pick up the phone, your loyal customers are canceling

appointments left and right, and that phone buzz you love to hear has

been replaced with the punctuated silence of clicking keyboards.

 

So far, your survival strategy is to just keep moving ahead while

looking in your rear-view mirror on the theory that what was done

in the past has to work sometimes. But managing a high-performing

inside sales team in the dynamic Sales 2.0 ecosystem—a digital, diverse,

connected world where customers do their own research and

talent expects work to be F-U-N—requires you to have all the answers,

in a Siri sort of way.

 

MANAGING IN THE SALES 2.0 ECOSYSTEM

 

Inside sales has burst through the cubicle walls with seemingly unstoppable

momentum. In fact, it’s on course to overtake and, even,

replace field sales by 2015. The need for more inside sales managers

usually means that top sales reps are being promoted—but as with so

many promotions, many managers are in way over their heads. They

know sales, but they don’t know managing sales. The pressure from

above for these managers to produce numbers can be crushing—and

the training provided is minimal to none.

 

As social selling, digital communications, and innovative visual

content take the place of simple cold calling, the new inside sales organization

has become a large, complex, and delicate operation that

needs skilled management to make it run effectively, efficiently, and

profitably. Everything is different in this new world: New customers

who want to self-educate and who buy on their own sales cycle, not

yours. New tech-savvy talent who hate the phone and want it all now.

New tools that seem to proliferate faster than you can keep track of

them, let alone learn them. And, new prospecting rules and even metrics

that turn everything you know upside down.

 

Managing these organizations and these young diverse teams is

increasingly more complicated. The old rules absolutely do not apply.

A whopping 90 percent of managers used to be individual contributors,

but the skills that got them there aren’t the ones they will use in

their leadership roles. So they are scrambling to figure out the best

way to effectively manage and drive revenues with their teams.

Meet the Author

JOSIANE CHRIQUI FEIGON is President and Founder of TeleSmart Communications and a leading expert on inside sales management. She is the author of the popular book, Smart Selling on the Phone and Online.

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