How To Build & Manage A High-Performance Inside Sales Team?

Creating an inside sales team will probably be easy for you. But will it be a high-performing team or just an ordinary one? It’s time to think deeper! 


You can not form a high-performing sales team overnight or by accident. Excellent sales managers are responsible for building and managing a good sales team. Concentrating on time management, goal-setting, accountability strategies, and, more importantly, sales performance skills are essential. The sales funnel does not work when you don’t improve your sales staff. 


So, to avoid such unwanted and major hindrances, it’s better to build and manage a high-performing inside sales team for lead generation businesses. So, let’s discover how to do that:


1. Present yourself as a capable sales coach


You are the source of direction, mentoring, and guidance for your sales team. Every company has a specific vision. Inform your reps about that and encourage them to participate in claiming the organizational vision. Coaching your sales team also includes assisting them in coming up with answers to problems.


If you are the decision maker of your organization, you should step forward and lead the sales team. Although, most of the lead businesses have a competent sales manager to handle the reps. 


2. Recruit reps carefully


The effectiveness of a good sales coach shows the desired results when it teams up with coachable sales staff. When hiring new employees, you should clearly explain their responsibilities and how things work in your company because they’ll probably use previous tactics that won’t be effective for your company.


Recruit salespeople who are curious, modest, and open to acquiring knowledge from others. Hiring reps having emotional intelligence (EQ) is another recommended practice for creating a high-performing sales team. Psychologically, EQ is the ability to recognize, understand, and manage your own emotions and pinpoint and influence the emotions of people around you. 


3. Strong skills every sales rep should have/achieve


A practical inside sales management system should include sales reps having strong skills like presence and relating. In addition, your salespeople should acquire knowledge and skills more than just throwing sales pitches to the prospects. The primary components are flaunting confidence, conviction, and curiosity through voice and body language (when on a video call). 


Also, inside sales representatives must build customer relationships and relate to the prospects through appreciation, connection, and compassion. They must listen actively and pay great attention to indications that predict how quickly the client wants to move forward.  


People are usually less tolerant when communicating virtually, so your sales team should be precise, direct, and purposeful in their language – far more so than when interacting in person.


Related: Tips & Strategies For Successful Inside Sales


4. Encourage your sales accountability


Accountability holds a high place in building and managing a high-performing inside sales team since it can support the team’s continued success. It encourages sales personnel to reach their targets and deliver excellent outcomes. 


Because reps won’t view or grasp findings like a sales manager, poor accountability can seriously interfere with outstanding performance. As a sales manager, you must form a clear accountability structure for your team to understand it well. It also motivates reps to do high-quality work and carry out their duties morally.


5. Managing your sales team and not just babysitting


How to manage your sales team? Giving them a well-built sales tech stack sounds good. But, no! It’s not that simple. It’s only one strategy out of several other inside sales management strategies. Sales managers have the power to motivate the staff and assist them in achieving their objectives. Following are the few ways you can manage your well-built sales team:

  • Set high but achievable sales goals,
  • Be transparent when presenting your sales model,
  • Incentivize your sales team,
  • Person-to-person occasionally coaching,
  • Drive competition among the reps,
  • Closely monitor every staff’s performance,
  • Celebrate every win to motivate them further.

As we wrap things up, you can see how inside sales management strategies are helpful to having a highly efficient sales team. It’s not an easy task, but not impossible. The actual focus on training and development can result in more meaningful customer conversations, higher engagement, cross-selling opportunities, and more successful sales, both with new hires and current sales reps. It’s not a one-time event but a continuous work to maintain.


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