Inside Sales: Managing Sales Rep Personas

Introduction

• Coach your inside sales team to maximum capacity

1. The Four Zones That Determine How People Listen and Learn

• The four zones that determine how people listen and learn
• The dead zone: They’ve stopped caring
• The comfort zone: They’re complacent
• The panic zone: They’re frantic
• The stretch zone: They’re spirited
• The four zones in action

2. Skill Ranking Your Teams

• Skills ranking criteria: Raising the bar with your team

3. Coaching Strategies for Common Inside Sales Personas

• Meet your team
• Motivating the rep who avoids proactive prospecting by phone
• Motivating the rep who makes unrealistic promises
• Motivating the rep who is stuck in the reactive zone
• Motivating the rep who demands special treatment
• Motivating the rep who struggles with time management
• Motivating the rep who needs to set boundaries
• Motivating the resistant rep who believes they know it all
• Managing the rep who gossips too much
• Managing the rep who chases quantity over quality
• Managing the rep who is too needy

Conclusion

• Coaching towards results