42 Rules for Building a High-Velocity Inside Sales Team: Actionable Guide to Creating Inside Sales Teams that Deliver Quantum Results

  • 1h 36m
  • Debbi S. Funk, Lori L. Harmon
  • Happy About
  • 2014

Inside sales is the fastest growing sales channel due to its cost effective nature. An inside sales rep can handle far more contacts on a daily basis than their field sales counterpart. If you are a "C" level executive with responsibility for delivering revenue, you cannot afford to overlook the rules contained in this fast-paced, powerful, book.

42 Rules for Building a High-Velocity Inside Sales Team: Actionable Guide to Creating Inside Sales Teams that Deliver Quantum Results will help you and your team understand:

  • The key elements required to build a high-velocity inside sales team that will accelerate your revenue.
  • The different types of inside sales teams you can leverage, how and where to staff them, and the types of tools that are required for them to operate effectively.
  • The importance of a common sales language, consistent processes and clearly defined weekly metrics.

With the popularity of inside sales skyrocketing, so is the demand for inside sales talent. Lori Harmon and Debbi Funk prepare you with the info you need to make smart choices when building a high-velocity inside sales team; This includes recognizing the specialized skills required to manage and lead an inside sales team, understanding the skills required of an ideal inside sales rep, and quantifying the cost of a bad hire. Pick up this book and see for yourself the value that these rules will help you bring to your organization.

About the Author

Lori Harmon, CEO of Quantum Sale, helps companies make quantum improvements in their sales results.

Lori is a veteran high-tech executive with more than 25 years of strategic and operational experience in all major functional areas, including sales, support, and marketing for some of Silicon Valley’s leading companies. Her expertise lies in building and simplifying organizations, inspiring and developing high-performance management teams, and streamlining operations.

Lori has a keen ability to understand complex business issues, make solid recommendations, and quickly implement solutions that deliver results.

Since 1995, she has been leading inside sales teams, starting at Network General, where she built the inside sales team and grew the revenue from $0 to $50 million in two years. Since then she has led inside sales teams at Brio Software, Interwoven, and VeriSign.

Lori exudes amazing acumen in the sales arena like no other in her field. She is able to assess the flaws in any sales process and determine the exact remedy. Results include reduced cycle times of 20 percent+ and increases in revenue and productivity from 16 percent to 300 percent.

Prior to Quantum Sale, Lori was Executive Vice President of Global Partner Solutions at Melbourne IT, providing online services to Enterprises for resell to small businesses. During her tenure at Melbourne IT, Lori used her sales and overall operational experience to bring in new business and expand the product offerings.

Prior to Melbourne IT, Lori was Vice President and General Manager of the Digital Brand Management Services business unit at VeriSign. As the leader of this $30 million, 130-person business unit, she leveraged her extensive experience to develop innovative initiatives to enhance products and services for enterprise clients.

Originally, Lori joined VeriSign as Director of Worldwide Sales Operations, and quickly advanced to Vice President of Inside Sales and Worldwide Sales Operations before moving to an expanded role as Vice President of Global Customer Support. Her broad experience and ability to create value for the organization resulted in her promotion to General Manager.

Prior to VeriSign, Lori held senior management positions at Interwoven, Brio, and Network General leading inside sales, product marketing, and professional services organizations. Ms. Harmon holds a BS degree in Information Systems from Appalachian State University.

Debbi Funk is currently Vice President of Operations and a sales consultant for Quantum Sale.

Debbi has over 20 years of sales experience as a top-performing individual contributor and as an effective inside sales manager. She specializes in pipeline development, process improvement, and leading teams to achieve exceptional results.

Prior to joining Quantum Sale, Debbi was Manager of Sales Development at VeriSign, where she led a team that was an initial point of contact for representing primarily security products and services to prospects and customers. Her successes included hiring, training, and mentoring top talent into the organization. Her collaborative approach allowed her to be a liaison between the sales and marketing teams to optimize the results of both.

Prior to VeriSign, Debbi held various sales and management positions at Software Development Technologies, Brio Software (now part of Oracle), Network General, Telogy, and Everex Systems. Debbi holds a Bachelor’s degree in Marketing from Santa Clara University.

In this Book

  • 42 Rules for Building a High-Velocity Inside Sales Team—Actionable Guide to Creating Inside Sales Teams that Deliver Quantum Results
  • Foreword
  • Introduction
  • Rules Are Meant to Be Broken
  • Have a Go-to-Market Strategy
  • Understand the Funnel
  • Know What Type of Team You Need
  • Don’t Be Afraid to Ask for Expert Advice
  • Choose Your Location
  • Inside Sales Should Report into Sales
  • Define Your Ideal Inside Sales Rep Qualifications
  • Define a Qualified Lead
  • Allocate Resources to Qualify Inbound Leads
  • Establish Lead Scoring Definitions
  • Hire a Qualified Leader
  • Invest in Sales 2.0 Productivity Tools
  • Develop an Onboarding Process
  • Set and Monitor Metrics
  • Adopt a Sales Methodology
  • Arm Your Inside Team with Scripts, Templates, and Professional Collateral
  • Feed the Team
  • Link Compensation to Desired Behaviors
  • Incent Inside and Outside Sales to Work Together
  • Motivate with Contests
  • Inspire, Coach, and Mentor
  • Use and Monitor Social Media
  • Smart Cold Calling Works
  • Closely Manage Your Deals
  • Forecast Accurately
  • Maximize Your Recurring Revenue
  • Know How to Manage Quotas
  • Money Isn’t the Only Motivator
  • Avoid Time Wasters
  • Run Effective Meetings
  • Know the Cost of a Bad Hire
  • Develop an Ongoing Talent Pool
  • Optimize Lead Conversion
  • Appreciate the Value of Time Management
  • Combine Inside Sales with Internet Sales
  • Perform Call Monitoring and Coaching on a Regular Basis
  • Gear Your Training to Inside Sales
  • Create a Culture of Communication and Feedback
  • It Is a Company-Wide Effort
  • Be Willing to Adjust
  • These Are My Rules. What Are Yours?
  • Appendices—Glossary
  • Expert Resources
  • Onboarding Sample Schedule
  • Productivity Metrics
  • Social Media
  • Phone Call Coaching Tips