Inside Sales: What sets apart great teams?

The good people over at Nudge posted a fantastic resource a few weeks ago. Their Inside Sales Secrets to Hyper-Growth contains some great insight into what great inside sales teams look like. Tapping the knowledge and experience of some tech industry vets such as Mark Roberge, Emmanuelle Skala and Doug Landis, the post uncovers traits of high-performing sales teams in a metrics driven world. If you’re involved in a B2B company, and especially if you’re in B2B sales, I would recommend giving it a look. Some of my favourite takeaways from the summary version (the full PDF is available by providing an email) below.

The “automation” and “technology” movement in the past few years has shown us that aspects of selling and sales management can do a much better job of leaning into data and technology to yield new efficiency gains.

Don’t automate everything. We recently had to backtrack on our sales strategy at my company as everything had become too robotic. The emails, calls, tasks, cadences, everything. Strive to blend the efficiency of automation with the impact of personal connections.

Productivity is the backbone of any successful sales team and it should be the number one focus during periods of growth. It’s easy when you’re a startup to just go “hog wild” and change things on the fly. However, as you grow it quickly becomes an essential part of your business to get new hires up and running faster, as it directly impacts your bottom line.

Continually refine the process in the name of productivity. It’s important to implement this strategy early on, before a team starts to grow rapidly. Scaling teams have the tendency to mask reduced productivity with increased output.

You have to make sure that every rep is doing each and every step to move a deal forward, even something as simple as following up by email after a phone call.

As B2B sales can be a multi-step, complex process continuous training is needed to stay on track and move deals forward. As a rep, always evaluate your process and take notice of what is having an impact (or not).

I make the assumption that it is a much noisier world for our prospects today than it was even a few years ago — it requires we bring far greater value to our outreach than in the past.

Don’t make the mistake of reaching out to prospects with “nothing in hand”. Make the effort to provide value to a prospective client on each outreach. It shows to the individual that you’re looking to foster a two-way conversation and that you also have something of potentially greater value available.

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