There are many challenges that come with being an inside sales manager and effectively dealing with those can directly lead to success.
Finding good and right resources for inside sales positions can be challenging. Cold calling and selling over the phone takes a particular type of person and you really never know how a sales resource is going to develop in terms of results and length of employment.
By finding a way to improve the interview process, a sales manager can create a tremendous improvement on the operation and results. Using tools and processes to effectively screen applicants to identify the best matched applicants will help with the interviewing challenge.
Training is not something that will just need to be handled with newly hired sales resources. It is also something that will need to be done on a continual basis.
There will always be some level of turnover so an inside sales manager does not want to spend too much time and money training a new inside sales rep as you do not know how long they will be around.
One way to improve the area of sales training is to automate as much as possible through e-learning. From there, there can be a division between upfront training then additional training that can be delivered later as the rep gets going.
Inside sales resources can be expensive when you factor in compensation, overhead, and the opportunity cost for their position. Due to this, it is critical to get as much productivity out of each resource as possible.
An inside sales manager can use quantitative metrics like dials, calls answered, talk time, number of hits, etc. to manage and increase inside sales productivity.
In addition to making sure resources are productive, it is also important to manage their level of effectiveness. Using tools like sales role-play, call monitoring, and sales coaching can help an inside sales manager to ensure that inside sales resources are embracing the sales training concepts and following the plan and strategy that has been developed.
This cost of sales staff turnover is tremendous, especially when you factor in the cost opportunity cost from all the lost business while the position is open and new resources are being ramped up. As a result, an inside sales manager can create positive results by minimizing finding a way to control and decrease sales staff turnover. Managing and leading with clear goals, sufficient training, recurring coaching, and an attention on results can help in this area.