A New Year A New Take On Inside Sales
Posted by
Jill Ryan on Wed, Jan 12, 2024 @ 02:11 PM
2011 kicked off with a good amount to be thankful for. A year of laughs, hard work, goodbyes and hellos, all resulting in new beginnings. After spending 2010 writing about incentives for your inside team, angles to take with gate keepers and "how to" guides to make the most of your month, I am changing my tune as a new member of the management staff.
I have accepted the position of Manager of Client Operations here at AG, with a pretty cool task at hand. My job is to assure that the client-team relationship is the best it can be. AG makes a commitment to its clients; its mission is to ensure that they will be staffed with talented individuals that produce quality opportunities for their sales reps. The end result is a strong pipeline and long term relationship for developing highly qualified opportunities. The best way I can begin to relate to my role is comparing it to "portion control".
It’s snowing out, I would love to have a nice individual cheese pizza in front of me right now on this cold windy day. Upon delivery, I would probably want to eat the entire thing in one sitting, but that would leave me tired, full and feeling sort of down on myself. So... the smart move would be to start with one slice. With this new position, if I started up my computer this upcoming month, logged onto Salesforce, ran through a few tutorials, threw together some incentives for my team and compiled ramp up information in a pinch, it would be at the minimum, adequate. I would then be tired, burnt out and would also be left feeling down on myself.
With that being said, I have decided to break my new responsibilities in 4 pieces:
1. Learn the ins and outs of salesforce.com. Learn how to create the appropriate reports to deliver quality information and feedback to my clients on how the team is performing. Become familiar with how to be an asset to my team. Learn how to populate salesforce with updated lists and appropriate fields for the BDRs to track their market research.
2. Sit down with my director and put together compensation plans per BDR. Discuss their goals and what they need to achieve them. Follow up with monthly reviews of these goals to make note of expectations that were met and areas that could use improvement.
3. Learn how to use to implementation guides and literature from our client in the most effective fashion. Write thorough salescards and messaging that will result in qualified opportunities for the clients and determine the appropriate amount of information and guidance the BDRs will need to do their jobs effectively.
4. Apply and Practice. Enter Feb 1st and apply everything I learned towards this new opportunity and become a valuable resource to the BDRs. The goal I have put in front of myself is to be a manager that people can turn to when they are up against the odds. I want to be a manager that prides herself on client retention, organization and respect for her team. If I do my job, become accustomed with my new responsibilities and cut through "each part of the pie", I will be excited and well positioned for this change.
Stay tuned to what's left of the pie.