Confidence at the Inside Sales Desk .

The most important ingredient to success as an Inside Sales person is self-confidence; the foundation for self-confidence is training, education and preparation. Just like it is in sports, success and building self-confidence requires the practice of skills learned during training even if it’s only On-the-Job training. Inside sales success is about practicing perfect. Sports legends often say you play like you practice. In relationship to Inside Sales this means if you don’t take training and preparation seriously you will fail. Group role playing is an effective way to reinforce training and build confidence. Notice I said group role playing. Individual role playing can sometimes do more damage than good to self-esteem and confidence if it is not conducted properly. Group role playing eliminates threat and embarrassments. Practice should include planning what they are going to say in different situations. Practice of the presentation and delivering a meaningful and engaging message. Customers are only interested in how a service or product will benefit them or their business – it is the responsibility of the Inside Sales Manager to ensure that the message is perfected prior to the delivery. The art of inside sales is one that must be practiced daily – just as an athlete practices their skill, an inside salesperson must practice their craft. A successful inside sales person knows what they are going to say prior to the prospect answering their call. While every conversation is different, the introduction throughout the inside sales presentation should remain the same. One of the main purposes of inside sales is to deliver a consistent message – one that matches the branding and messaging of the firm he or she represents.