The professionals at Diamond Performance Solutions have led the charge when it comes to maximizing the impact of the inside sales channel.
For more insight in to DPS’s experience, perspectives on the direction of inside sales, and consulting and training solutions, please read on.
Proven Channel Strategy: Inside Sales is a proven channel strategy that not only reduces the cost of sales quite drastically, but also allows a sales organization to stretch it’s coverage to remote as well as smaller customers. Aligned With E-Commerce: As the value of an inside sales rep goes up, the more transactional sale is being moved to the web, freeing up reps to focus on more substantial sales opportunities.
Consumer Acceptance: 10 to 15 years ago as many companies were transitioning small to mid-size customers to inside salespeople, the cries of outraged customers could be heard far and wide. Inside Selling Challenges – In spite of the success of the inside sales channel, there continue to be challenges in maximizing it’s execution. Making Contact: being able to reach someone live on the phone to engage in the selling process. Dealing with Voicemail: Over 80% of business to business telecommunications goes through voicemail making it difficult to position your value.
Quality of Dialogue: Once you do reach someone live, trying to engage them in a meaningful conversation, given all of the other things competing for their time and attention. Time Management: If an inside salesperson does not manage their time effectively, they are probably not driving enough of the right activity to be successful. Inside Sales Training Solutions – Diamond Performance Solution will work with your inside sales teams to implement the right solution to address their development needs.
Inside Sales Training, Expert Strategies on Telephone Sales © 2016 All Rights Reserved. Most inside sales organizations today are in rapid-ramp mode, and they don’t have much to spend.

The best way to protect this investment is to build a sustainable training structure that is inserted within the inside sales organization and designed to support the new sales skills. Sales Process and Structure: The biggest reason why inside sales organizations fail is because either they do not have a defined charter, or it has not been communicated throughout the company. The chart provides a snapshot of a sustainable training model that must be built and inserted into the DNA of the organization. Over the past 18 years, DPS has worked with many of the largest and best inside sales organizations in the world to assist in driving greater performance from those who sell and manage customer relationships over the phone. What we are seeing today is, given the value an inside salesperson can deliver to a customer, the customer is not only accepting of this account management strategy, but also prefers it.
Being able to focus on the calls that are important verses getting caught up in reactive, tactical busy work. The slide above demonstrates the competency based approach taken to develop inside sales professionals.
Teams must have tools they can integrate through the sales process — from beginning, to the middle, and straight through closing.
The sales department must put their marketing hats on and learn how to nurture their top prospects with engaging content.
Everyone must understand their sales charter, how they are structured, their revenue goals, the competitive landscape, and the customers’ engagement strategy. The talent and staff must support the training program and reinforce a universal language at all times — before, during, and after the training.
This structure will sustain your training investment before, during, and after training takes place. Today, inside sales is oftentimes one of (if not the most) critical go-to-market strategies a company may have.

DPG will work with you to customize the right training and tools to increase the effectiveness of every customer interaction. So when they do decide to have their teams go through sales training, they want that training to stick and to grow as they grow. The training curriculum has to address the “must-have” sales productivity, sales intelligence, and social tools that help inside sales warriors sell. And they will also need to build a robust library of email templates to use for their call campaigns.
It is critical for some roles to be exclusively dedicated for training reinforcement, such as: Team Leads, Training Coaches, Quality Assurance, Managers, Directors.
The first competency- “Activity Planning helps inside salespeople understand the importance of driving the right kind of activity on a regular basis. As you view the continuum above, consider the different types of outbound (or inbound) calls an inside salesperson on your team makes (or receives). The second competency- “Pre-Call Game Plan” focuses on assessing the various calls conducted and understanding how to prepare for those calls most effectively. Review the descriptions for tactical and strategic and determine where on the continuum your people are today, and in an ideal state, where would you like your teams to be. The third competency- “Quality of Dialogue” focuses on call execution and the mechanics of each step of the call process.
This first step of assessing the current state and envisioning where you would like to be, will set the bar for any additional training, processes, systems or tools that need to be developed.

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