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How Should You Manage Performance As An Inside Sales Manager?

insights of inside sales manager

 

As an inside sales manager, you have many responsibilities, including managing performance. To gain success, you need to ensure that your sales reps are adequately trained to accomplish their targets and precisely report the information. By the end of the day, you may find that your hands are always full!

 

This is where robust sales performance management (SPM) automation software helps you and your team work effectively. This article’ll discuss some pointers for managing performance as an inside sales manager to make the process easier!

 

Components of Sales Performance Management

 

Sales Performance Management (SPM) is a set of operational and analytical functions that ensures each person on your sales team works effectively toward organizational goals and objectives. It includes planning, communicating goals, working on them, and monitoring performance.

 

A sales performance management strategy deals with three essential components: where, how, and what to succeed in the market.

 

Also Read: Responsibilities of an Inside Sales Manager

 

Now, let’s look at the components in detail.

 

Sale planning (where to sell)

 

Sales planning is a method that involves capacity planning, account segmentation, territory allocation, setting targets, and organizing all activities to achieve your goals. It mainly helps stay ahead of the market or workforce curve by optimizing every segment of the sales process.

 

Sale incentives (how to sell)

 

Incentives are at the core of the sales management process. Companies using incentive programs reported a 79% success rate in meeting their goals. Sales managers use this component to push sales reps to focus their efforts on different regions to increase revenue.

 

Sale insights (what to sell)

 

Sale insights are more suitable for sales managers to measure and improve their business. In the past few years, using advanced software, sales managers have collected and processed data from every part of the organization and delivered reports precisely. It also helps them to forecast what to sell depending on the demand of the customer’s needs.

 

How to Evaluate Inside Sales Manager Performance

 

Managing performance is challenging. However, using the strategies below can make it easier and ensure maximum production from your team.

 

1. Set up an effective in-house training program

 

It’s a fact that even when a well-experienced sales rep is hired, they may feel stuck picking up things without guidance. So, it is imperative to have practical in-house training for your team to grow and acquire skills. 

 

You need to look at three key points to simplify this process:

  • First, relevant blogs, reports, e-books, and other resources should be collected and stored in resource libraries to help sales reps find and access them quickly.
  • Set an online training program so that they educate themselves in their own time and pace.
  • Regularly check their performance and turn their mistakes into a valuable learning experience.

2. Define what’s best for your customers and prospects

 

Uncover what works best by getting into your team’s channel. About 80% of organizations compete mainly using customer experience (CX). This means that the success of your sales team depends on your ability to deliver a high level of customer experience. 

 

Make sure you send surveys to collect information from satisfied customers and use them to teach your team to work better than your competitors can’t match.

 

3. Using right inside sales solution

 

Inside sales are nothing without the right technology and tools that make your team work swiftly and successfully. Identifying the pain points and time-consuming tasks for the sales team is essential before selecting the best solution.

 

A few functions, such as auto-dialing, lead distribution, CRM data entry, and reporting, have been improved lately, and using automation tools saves both money and time.

 

Also Read: These Things to Consider When Building a Successful Sales Team

 

4. Appreciation and compensation

 

The best way to increase sales reps’ performance is through appreciation and compensation. Keep your employees happy with rewards and bonuses. Introduce them to non-monetary incentives like free lunch and provide fun bounties for their best achievements.

 

Rewarding them with these types of incentives motivates and challenges them to achieve higher goals, thus increasing revenue and reducing employee turnover.

 

5. Engaging sales reps and replacing

 

You shouldn’t forget that every inside sales rep can have a challenging, isolated, and nerve-wracking experience. It is difficult to talk to a stack of prospects daily and nurture them until they become customers. So, always initiate a conversation and engage them to learn about their problems.

 

Moreover, replacing a sales rep is difficult. But still, even after rendering all possible help to accomplish, if a sales rep fails, he must be laid off from the team. This is also a necessary step to increase performance and revenue.

 

Managing performance as an inside sales manager is challenging. Although it may be difficult to keep track of every detail, it is vital to stay on top priority to increase revenue. Using the above pointers, you can effectively manage your team’s performance and maximize productivity.

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