Generic presentation on how to establish an Inside Sales (telephone sales) department, including determining team objectives, development of Inside Sales team, adapting marketing messages to Inside Sales delivery, sales call process, and evaluation of both team and individual team members.
Presentation is a sanitized version of one delivered to a specific company; budgets, specific marketing messages, and timeline implementation targets have been removed.
2. Introduction
Determining Team Objectives
Inside Sales Team Development
Marketing Messages
Sales Call Process
Performance Evaluation
Q&A
3. Medical Device Experience
13 years Inside Sales, Team
Leadership, Training, and CRM Systems
Management- Novartis
1 year Channel Inside Sales & Marketing- Walman
Recruiting Experience (Inside Sales)
3 ½ years Life Science Sales & Marketing personnel
3 ½ years Service Industry Management personnel
1 year Life Science Executive personnel
Introduction
4. Vehicle To:
Gain Incremental Sales with Minimal Investment
Develop Remote Accounts & Prospects
Build Relationships w/ Low Volume Accounts
Drive Sales of Targeted Products
Quickly Disseminate Messages- LIVE
Inside Sales ≠ Telemarketing
Introduction
5. Goals/Results for Team
Short Term (Start Up, 6, & 12 Month)
Long Term (1 Year+)
Success Markers
Sales & Marketing Management Interaction
Field Sales Force Relationships
Strategic Sales Projects
Determining Team Objectives
6. Team Positioning within Sales Organization
Determine Sales Goals/Objectives
Align Activities with Marketing Objectives
Strategic Account Targeting
Contribute to Overall CRM
Determining Team Objectives
7. Size/Scope of Territories
Type of Accounts Contacted
Dedicated or Shared
Products Promoted
Priority, Base (Established), or New Products
Targeted or Portfolio Product Sales
Determining Team Objectives
8. Productivity Timelines
Size of Team
Compensation Package
Base Package
Bonus/Commission
Work Hours
Flex Time for Mountain & West Coast Accounts
Determining Team Objectives
9. Successful Inside/Telephone Sales Experience
Strong Verbal Communication Skills
“Positive Language” Usage
Makes Quality First Impression
Technical Knowledge Aptitude
High Standards Acceptance
Versatility
Inside Sales Team Development
10. Reinforce Value to Sales Organization
Training Program: Model on Field Sales Force
Product Knowledge Development
Field Sales Presentation System
Subsequent Phone Sales Training
Modify Selling Strategy for Inside Sales
Frequent Manager Listen-In (Post Training)
Selling & Territory/Time Management Skills
Inside Sales Team Development
11. Support Targeted Market Direction
Rapid Delivery to Desired Account Segments
New Product Launches
Customer Call to Action
Support Flagging/Underachieving Products
Support Critical Open Field Sales Territories
Maintain Sales Momentum During Transitions
Delay Filling Position Until New Fiscal Period
Marketing Messages
12. Adapt Message for Inside Sales Calls
Verbal (Non-Visual) Delivery
Sell not Tell
Quick Presentations to Gain/Build Interest
Build Credibility with Customer
Establish Call Rapport
Marketing Messages
13. Awareness
Consideration
Evaluation
Closing
Usage Ladder Movement
Sales Call Process
14. Goal: Gain Initial/Increased Product Usage
Nurture & Qualify Account
Build Relationship AND Trust
Make First Usage Decision Easy
Product Sample, Free Trial
Low Financial Commitment
Remove Complexity from Sales Closing
Sales Call Process
15. Introduction
Verify/Collect CRM Data
Identify Decision Making Process
Present Company/Brand Marketing Message
Demonstrate Value of ISR Relationship
Sales Call Process
16. Further Account Understanding
Competitive Product Usage
Uncover/Understand Needs (Value-Pain-Urgency)
Reinforce Company/Brand Message
Product Introduction & Customer Value
Gain Commitments
Sales Call Process
17. Goal: Consistent Product Usage
Leverage Trust Relationship
Build Upon First Usage Experience
Account Appreciation
Value vs. Competitors
Partnership Value
Sales Call Process
18. Previous Call Review
Review Commitment Activity
Close: When Account Recognizes Value
Finalize Purchase Details
Establish Follow-Up Schedule
Groundwork for Usage/Portfolio Expansion
Sales Call Process
19. Move Along Product Usage Ladder
3rd Choice → 2nd Choice → 1st Choice
Additional Product Portfolio Presentations
Recognize: No Development Progress
Uncover Obstacles/Objections/Customer POV
Evaluate/Improve Presentation Strategy
Rethink Account Prioritization
Sales Call Process
20. Target Active Field Accounts
1 or 2 Call Max
Special Product Promotions
Quick Marketing Introduction
Contact Lapsed Accounts
Determine Reasons for Competitive Switch
Complaint Resolution
Sales Call Process
21. Calls/Day
Inbound vs. Outbound
Sales Presentations vs. Service Calls
Decision Maker vs. Influencer/User
Sales Call Length
CRM Data Collection & Input
Performance Evaluation
23. Customer Acquisition Cost
Customer Long Term Value
Sales Growth (Dollar and Percentage)
Product Category Share Growth
Performance Evaluation
24. Team Sales Performance to Goal
Account Penetration Increase to Goal
Team Members Exceeding Goal
Team Member Turnover Rate
Perceived Value Within Sales Organization
Headcount Increase/Decrease Determination
Performance Evaluation