Inside Sales Management

Management is the “perspiration” of running the day to day-to-day activities of the group. Making sure that people are doing their jobs, that the support systems and structures are working and being used properly,

If we use an old steam engine train as an example it would be driving the train, monitoring the instruments, feeding the engine, and running the passenger services.

Inside Sales Leadership

Leadership on the other hand is the inspiration of cultivating the internal motivation of the team members and then empowering them to reach the vision you’ve set forth.

In the steam engine example it would be setting the train’s destination and inspiring the crew to want to give the customers the very best experience possible and to run the train in the very best and most efficient way.

The Advantages of Leadership Over Management

While management is always going to be necessary, leadership will make that part of your job so much easier.

An inside salesperson would typically know what to do and to at least some level of competence doing it. And it is in these two areas that you’re management efforts where management efforts are usually applied.

How enthusiastically and energetically your inside salespeople attack their job however is a function of their own motivation. And that motivation affects their attitudes, morale, and thus most of their activities and success.

If you learn how to take a “leadership” role and do it effectively, what happens is that your salespeople become very motivated to do their jobs. Many of the typical things you would do as a manager literally go away as the team members start to actively seek the accomplishment of the goal independent of any pushing by you.

This of course requires that you provide a vision and the empowerment they need to achieve the goal, or leadership.

It also generates salespeople who work aggressively and with little or no supervision. It creates salespeople who thirst for knowledge of how to do even better than they’re doing (active learners).

All of which culminates in average people producing remarkable results.

Let me close this post with a very brief example.

A Brief Example

I lead a group of 3 salespeople that was part of a sales organization composing of 5 regional teams each including a manager and 3 salespeople.

Through the use of leadership skills I was able to get that team to perform about 30% better than any of the other 4 teams. They made 30% more calls (and sales) everyday than the rest of their peers. I never had to watch them or beat on them to make sure they were working or push them to do the job at 110%. They did this automatically.

But the most amazing part of the story is that they did all of this in 25% less work time than the other salespeople. Instead of working 8-9 hours per day, these folks went home after 6 hours of work and still creamed the results of every other team.

The Result

The result of my leadership activities made most of my management activities go away. I had zero personnel issues and I spend most of my time working with the team to make the better at selling and more efficient at their daily tasks.

And when I had something to say, they wanted to listen and would employ my ideas immediately as they truly believed from their results that I could help them improve further and make them more money.

This was the result of great leadership. I invite you to learn more about leadership by watching the “Three Keys to Great Leadership” training module under the “Sales Management Training” tab.

http://telesalesuniversity.com/sales-management-training/3-keys-to-great-leadership/

It is critical that you constantly control where the call is going and the subjects being discussed. This doesn’t mean ramming the prospect or client through your agenda. It means using good communication and questioning skills to nudge and guide him along.

In any sales process there is specific information you need in order to make a good offer. If you don’t use good control you may not get all the data or the  quality of data you need. Winning the sale is at least partially determined by how good an offer you can make and the data you base the offer on is key.

Success in control is predicated on a clear understanding of the sales-cycle. If you don’t know and understand your sales-cycle, you won’t know where or why to apply control.

It’s like trying to drive to Dallas when you’ve never heard of Dallas. You don’t know what roads and turns to make.

In order to lead the prospect down the road to the purchase, you must know the direction the road goes and the associated twists and turns that are necessary to negotiate the road.

I can’t tell you exactly how to control your call. But if you have a well documented and thought out sales process all the answers should be their. That process should lay out the sequence and requirements in a way that lets you know where to go.

If you would like another powerful way to assure control see our Next Step training module — it’s free.

Please leave a comment below…

The Next Step

In  celebration of the reopening of this site I am giving away for a limited time a very powerful sales training module called “The Next Step.”

You should see a 5% increase in results if you use the strategies and tactics in this module religiously.

And for managers there is an accompanying trainer’s video  to show you exactly how to present the materials live to your team.

The Next Step module deals with sales call and sales process control. It teaches you how to properly conclude every sales call with a client or prospect in a way that will maximize your results in the next call.

Grab it now while it’s free and get a free membership to the site as a bonus.

Telephone Sales Training | Sales Training Courses

The secret to running any top performing group is regular and consistent telephone sales training. Constantly putting sales people through various sales training courses or workshops will keep them sharp and using selling best practices in their calls.

This site is dedicated to providing the highest quality telephone sales training courses. Additionally, there are sales management, leadership, and training the trainer courses to empower management to empower their teams.

Telephone Sales Training should be distinguished form “sales training.” Though some of the material on this site is classic “sales training,” most of the content is focused on providing the skills critical to selling on the telephone or on using classic theory in the telephone sale.

This site is a membership site. Almost all the content requires you to register for access and most of it requires a paid membership. See Memberships

Please watch this short video to get an understanding of a very important aspect of this site.
This site is going to contain the following types of content:

• Sales and Management Tips — published on the blog
• Reports and Whitepapers — on management, selling and related areas
• Skills Modules — Short training modules on sales and management subjects that can be used to improve personal or team success.
• Workshops — More extensive but similar in subject matter to the modules.
• Courses — These will be multi hour and longer skills courses on all of the above subjects
• Tools — These will include evaluation tools, quizzes, and other aids to management, selling, and training