What does it take to be a good Inside Sales Rep?


It takes a relatively special talent for someone to close sales and preserve the flow of income for a company. Doing it on a consistent basis is a rare gem. Inside sales services providers know it best – it entails the right skill set, the right support system and the right attitude.

Some of these qualities are inherent to the people who possess them, but some are also learned through years of experience.

Before taking a leap of faith and resting the future of a sales campaign in the hands of lead generation services providers. it’s important to know whether their people possess the important characteristics that make inside sales successful.

Understanding the numbers

Good inside sales reps are able to gauge their consistency and production by meticulously monitoring their own numbers. They are aware of what they are capable of achieving and compare that to what they are tasked to achieve. They honor quotas and targets and seek to better themselves each time.

Multitasking and flexibility

It’s not just the ability to converse with people over the phone while doing research on the computer or writing notes on a pad. It’s also about one’s capacity to deal with different types of people, different areas of concern and different anchor points in each and every conversation. Inside sales reps need to possess a keen sense of adaptability to be able to handle the diversity on top of the difficult task at hand.

Motivation and continuous training

Even inside sales experts need constant polishing, especially in today’s fast-evolving business industry. Trainings on communication trends, telemarketing, data management and sales strategies must be available for their consumption. Also, they need to be exposed to the right kind of motivation – personal, social or monetary – so they can keep the drive to excel.

“Team player” attitude

Marketing and sales operate on their own, but they both point towards the same end. A more cohesive relationship between the two can bring about more consistency and can improve the efficiency of the sales funnel. When marketing knows exactly what sales reps need in terms of quality of B2B leads, positive results are more achievable. Inside sales reps need to align their objectives and their strategies with marketing – and any department involved, for that matter – so that the boat can thrust forcefully towards a single direction.