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.

6 Tips On How To Follow Up On Your Sales Leads

Small business owners, especially those selling services or large expensive products, are often faced with the need to follow up on their sales leads. However, those who are new to business end up feeling like they are intruding on their prospective client’s privacy by initiating a call. Some even fear that their leads would think they are simply after the profit. This should not be so, and you might even be surprised to know that your leads were expecting you to make that follow up call.

Here is a list of how you can effectively follow up your business and sales leads:

    1. To remove the uncertainty you have about following up on receptive leads, remember that leads themselves have no concrete value. A hundred qualified sales leads will probably only result to less than 10% of sales. So unless you’ve successfully converted your sales leads, you shouldn’t let fear or doubt stop you.
    1. Have your b2b telemarketers follow up with leads on a schedule. To make sure this task is not neglected and unconsciously set aside for more time consuming data profiling tasks and the all important sales leads generation, make it a habit to add this to your daily “to do list”.
    1. Don’t be the salesman when following up your leads. Be the solution. You don’t want to call your prospective clients and go: “Hi, I just want to remind you that you said you were going to buy our product/service the last time we talked. I thought I should remind you so you won’t forget what you promised.”
    1. To have a better chance with your follow up, have your best appointment setter do the follow up call. B2B appointment setting requires a straightforward approach, and you shouldn’t let gatekeepers control the situation. If the decision maker is unavailable on the first date you’ve suggested, give another specific date until you have set a schedule.
  1. Business and sales leads who simply can’t be scheduled for an appointment should be returned to the b2b telemarketers, unless they have asked to be removed from your telemarketing lists. Unless they explicitly request to be removed, you have permission to give them another telemarketing call. You can do this most especially if they never responded on your follow up call.

You can hire a telemarketing call center to do the follow up calls for you if you feel unsure about how to do it. Simply hiring professional telemarketers can take a huge amount of stress from your management responsibilities.