Monthly Archives: May 2012

Come with Solutions

I had a telesales rep ask me to switch her late shift for today.  She said she had lots of work to get done and it would be more beneficial for her to come in early.  Really?  Who will be available for western time zones?  If you have lots of work to get done and you feel that you need to come in early to get it all done, by all means come in early. If you want to switch your shift, then go to your manager with a solution.  This applies to every problem you bring to your manager.  The sales rep mentioned above, did not come to me with a solution for her problem, had not even asked a peer to switch the late shift with her.  What do you think the end result was of her request? The answer was, sorry but no.

I have never met an over achieving sale rep that simply clocked in and clocked out.  This is a career that pays you to sell.  The more you sell, the more you can benefit.  Please don’t take this the wrong way, you can be successful working regular hours but those that overachieve, do put in the extra time.  As a manager, I would never ask you to work more hours.  That is your choice.



Know your Numbers

It is critical for your sucees to know your numbers.  Example:

– What is your closing ratio?  Out of every 10 opprotunities you work on, how many of them do you win?

– How many connects on the phone do you need to create enough leads(taking into consideration your closing ratio)? 

– How many calls does it take you to get that many connects as stated above?

Everyone inside sale representative has a different formula for success.  What is your formula?

Inside Sales Tips

Well, this is my first post.  I am hoping to be able to give inside sales representatives tips and tricks in managing your own career development.  Will also be sharing with you different ways to manager yourself, how to work with your manager, and of couse, hit your key performance indicators (KPIs).  Please note I rarely sugar coat what I have to say.  Take it as you wish but my intentions are always good.