5 tips to improve your commission earnings in Inside Sales. Some of the material is industry specific, but the ideas a general enough in nature to be useful.

1. Maximizing Your Inside Sales Commission Plan 5 Tips to put more Money in your Pocket. 10/4/2011 1 By: Greg Bush

3. How much money do you want to make at the end of the month?

4. Why do you want/need this money? Are you planning a trip? Paying off debt? Saving for a new car?

6. You can’t control buyer’s remorse.

7. You can’t control if the field rep makes the sale.

8. You can’t control if the customer goes with another company.

9. You can’t control if our equipment does not meet needs.

10. What can you control?

11. You control the number of customer contacts you make/take daily.

13. Every dial you make or inbound call you take is worth something. Look at your last couple of months total contacts (dials + Inbound Calls), then add up your total commission earned during that time.

14. Divide total commission by total contacts and you will know how much each contact is worth.

15. Example: you earned a total of $3,000 during the last two months and you made a total of 6,000 contacts, then each contact is worth $0.50 (3,000/6,000 = .50)

16. How can you improve the value of a customer contact?

18. Review calls with your supervisor and listen for ways you can close more. Review calls where you presented, but did not close.

19. Did you ask for the sale?

20. Did you address objections?

21. Did you sell to the customers needs?

22. You probably did all those things (you can’t close everyone), but it never hurts to review and look for improvement areas.

23. Track your scheduled installs/Appts.

24. Confirm jobs.

25. Make sure appointments are being ran.

26. Break your month down.

27. Track your progress daily and weekly.

28. Are you making enough contacts?

29. What does your sales pipeline look like?

31. Stay busy- If I told you I would give you $1 for every call you made, then most of you would probably short circuit our phone system. Well, some of you may already be at $1 per call or can make a few simple changes to get there.

32. If you need ways to make more contacts just ask, we have plenty of leads to call.

33. Take an active role in your progress.

34. Don’t wait for your supervisor to schedule a call review, bring a call to them that you would like to hear.

35. Share your ideas with your peers- We can all learn by sharing what works.

36. Seek out training- there are many good books on phone sales. Read a variety, all it takes is one good idea to make you more money.