How to hire good salespeople for your Inside Sales team? – WAU
If you work with sales of any kind, you may well have to face the analysis of resumes, dynamics and hiring salespeople. Even seasoned managers still have some doubts when it comes to Inside Sales. After all, how to ensure that the sales team is completely aligned and […]
If you work with sales of any kind, you may well have to face the analysis of resumes, dynamics and hiring salespeople.
Even seasoned managers still have some doubts when it comes to Inside Sales. After all, how to ensure that the sales team is completely aligned and can bring the best possible results?
The secret to the composition of an above-average team is still in hiring staff: taking extra time to analyze the profile of each employee to know what they can really contribute to the overall picture may be what is missing for you hit goals and keep growing.
Want to better understand what to consider and how to hire an Inside Sales salesperson? Follow the reading and find out how the model works, what characteristics should be sought and how to choose the perfect employee for your institution!
The Inside Sales sales model
The Inside Sales sales model takes salespeople off the “battlefield” and brings everyone to the institution’s physical facilities.
The idea is that they sell the product or service by means other than face-to-face (online or over the phone), gaining time to make more accurate investments and convince a greater number of potential customers.
As a result, salespeople do not have to face the rush of everyday traffic and be late for meetings and end up not creating unfavorable situations for the sale to be completed, taking advantage of a greater number of opportunities – all very close to the employer.
However, do not think that just because salespeople are not knocking from door to door and are doing their chores from inside the company’s premises they are freer and more free.
Contrary to what may seem, for the model to work well, the processes must be very well structured so that the work flow does not end up drowning anyone.
How Inside Sales calls for a more consultative sales style
When talking about remote sales (or from within the company), most people already imagine a telemarketing center and are ready to discard the model.
In reality, however, the two things are quite different: in Inside Sales, there is no script to be followed and the seller does not seek to “push” his product to those on the other end of the line.
He calls for a sales style that is much more consultative than aggressive, since business representatives are trained (and commissioned) to offer customized solutions that end the pain of customers once and for all, worrying less about the volume of interactions and more about its quality.
So, like a doctor, the salesperson in this case must be able to understand all the symptoms of the customers and prescribe something that, besides being financially interesting, will give him the “cure” for his problems.
How to identify the ideal employee profile for your business
A good way to find the characteristics that are desirable in the employees who will compose the sales team is to create a list of the tasks that they will perform from the stages of the business sales process.
An employee responsible for entering information into the CRM, the customer relationship management system, for example, must be organized.
The one responsible for filtering information, must be critical. The employee who needs to sell an idea and explain technical information must be detail oriented, and so on.
Having identified the qualities necessary for the performance of tasks, it is disclose exactly what the vacancy requires: so you already make it clear what will be needed for hiring and eliminate people who are outside that profile
What to look for when building a team of Inside Sales salespeople
There is no single salesperson profile that is capable of meeting the expectations of institutions of all shapes and sizes: each project model has special needs and should look to professionals for qualities that are useful in the development of their activities.
Think of a medium-sized marketing company, therefore, that wants to expand its activities and increase the number of Inside Sales salespeople in its staff.
In this scenario, it would be interesting to interview people with different behavior profiles and do dynamics simulating difficulties that they would encounter in their daily lives in the company, so that it is possible to understand how they face the challenges placed in their path.
The ideal, in theory, is that the hired salespeople have a communicative profile and know how to deal with the pressures of the profession without losing focus, as this way they can pass on their message and more easily engage potential customers with their high power of persuasion.
Therefore, even if the professional with this type of profile has never sold anything in his life, it may be worthwhile to trust his potential and bet that he will do well in Inside Sales: as long as he is willing to study hard what he will sell and keep constantly updated.
The difference between traditional and Inside Sales sellers
Traditional sales (also called Outside Sales) are those in which the seller goes in person until the customer offers products or services, and may have longer closing cycles – that is, several meetings until the final handshake that closes the sale. .
In Inside Sales, most conversations and negotiations are done remotely, using the advantages that technology provides: contacts, phone calls and video calls are made so that, finally, a consensus on the sale is reached.
Traditional salespeople think less about the coordination between their department and Marketing, since your priority is to close as many sales as possible, whatever the displacement required.
The two models are not mutually exclusive and coexist in tune until the present day. However, distance contact has proven to be increasingly advantageous for both sellers and buyers, as it saves the money and time spent on unnecessary travel.
Of course, many companies still need that handshake we mentioned in order to complete transactions: what Inside Sales proposes, however, is that the personal meeting takes place just to close the contract and collect signatures.
Inside Sales salespeople, therefore, need to act as true business consultants, knowing all its peculiarities, capturing in a simple conversation the problems of your potential client.
It draws a parallel between marketing and sales to increase buyer satisfaction and the reach of its strategies.
Desirable characteristics for the seller insides sale
As we have already explained, employees in this sales model must be communicative and must have high power of persuasion. In addition, there are some other characteristics that are also desirable to ensure the success of the strategy and hires that hit the bull’s-eye.
Check out some of them.
1. Have a thirst for learning
Not being lazy to chase knowledge is essential both for professionals who are new to the field and for the most experienced, after all, the daily market always brings new challenges and requires creativity from the Inside Sales salesperson.
Learning about the company’s processes and products is paramount, as he demonstrates authority on the matter to the client and manages to show that his solution will make a difference for him.
2. Know how to listen and apply feedback in your activities
Knowing how to deal with problems and being communicative is very important, but no more than knowing how to listen. Remember when we compare salespeople with doctors? Then, they must listen to customer complaints to propose a solution that eliminates their problems once and for all.
It is quite likely that, just for a good conversation, the customer himself will tell the seller his story, difficulties and goals to be achieved, so being aware of all this is extremely important.
3. Do good time management
A good performance is linked to good time management – and this is a maxim for any type of activity: it is not just because the salesperson does not go to the physical location of his customers that he should not worry about the time he spends on chores. everyday.
It is necessary that the employee is organized and knows how to keep his schedule up to date, scheduling calls (including by video), controlling the time spent in each one and reporting to his superiors informing what he is doing during the workday.
4. Be curious
There are customers who do not like to open the game and say exactly what they need, it is essential that the professional knows exactly what to ask to be able to close a deal.
Being curious, like this, can be the best way to help someone: the seller must know what and when to ask, so that everything complements and makes sense.
Now that you understand how to hire an Inside Sales salesperson and are ready to make a quality selection for your business, how about learning how to use high performance Marketing and Sales strategies to boost your company’s results? See you in the next post!