42 Rules for Building a High-Velocity Inside Sales Team by Harmon, Lori L. -- Read -- Imperial Library of Trantor

Index

Cover Page Title Page Copyright Praise For This Book! Dedication Acknowledgments Contents Introduction Rule 1 Rules Are Meant to Be Broken Section I Strategy, Planning, and Alignment

Rule 2 Have a Go-to-Market Strategy Rule 3 Understand the Funnel Rule 4 Know What Type of Team You Need Rule 5 Don’t Be Afraid to Ask for Expert Advice Rule 6 Choose Your Location Rule 7 Inside Sales Should Report into Sales Rule 8 Define Your Ideal Inside Sales Rep Qualifications Rule 9 Define a Qualified Lead Rule 10 Allocate Resources to Qualify Inbound Leads Rule 11 Establish Lead Scoring Definitions

Section II Getting Started

Rule 12 Hire a Qualified Leader Rule 13 Invest in Sales 2.0 Productivity Tools Rule 14 Develop an Onboarding Process Rule 15 Set and Monitor Metrics Rule 16 Adopt a Sales Methodology Rule 17 Arm Your Inside Team with Scripts, Templates, and Professional Collateral Rule 18 Feed the Team Rule 19 Link Compensation to Desired Behaviors Rule 20 Incent Inside and Outside Sales to Work Together

Section III Leading and Managing

Rule 21 Motivate with Contests Rule 22 Inspire, Coach, and Mentor Rule 23 Use and Monitor Social Media Rule 24 Smart Cold Calling Works Rule 25 Closely Manage Your Deals Rule 26 Forecast Accurately Rule 27 Maximize Your Recurring Revenue Rule 28 Know How to Manage Quotas Rule 29 Money Isn’t the Only Motivator Rule 30 Avoid Time Wasters Rule 31 Run Effective Meetings Rule 32 Know the Cost of a Bad Hire Rule 33 Develop an Ongoing Talent Pool

Section IV Optimizing

Rule 34 Optimize Lead Conversion Rule 35 Appreciate the Value of Time Management Rule 36 Combine Inside Sales with Internet Sales Rule 37 Perform Call Monitoring and Coaching on a Regular Basis Rule 38 Gear Your Training to Inside Sales Rule 39 Create a Culture of Communication and Feedback Rule 40 It Is a Company-Wide Effort Rule 41 Be Willing to Adjust Rule 42 These Are My Rules What Are Yours?

Appendices Glossary

Appendix A Expert Resources Appendix B Onboarding Sample Schedule Appendix C Productivity Metrics Appendix D Social Media Appendix E Phone Call Coaching Tips

About the Authors Your Rules 42 Rules Program Other Happy About Books