The handwriting’s been on the wall for a while. We’re all in inside sales now. Probably 10% of account executives are going back to the office after this pandemic’s over. Everyone else is selling virtually. So sales team development has to adapt accordingly, too.
On this episode of Mental Selling, I spoke with Bob Perkins, Founder and Chairman of the American Association of Inside Sales Professionals (AA-ISP), about the impact and future of remote sales teams, creating the sales leaders of tomorrow, and much more.
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Will Milano
Chief Marketing Officer, Integrity Solutions
Listen on Apple Podcasts, Google Podcasts, Spotify, SoundCloud, iHeartRadio, Stitcher or wherever you get your podcasts as we discuss:
– Remote work—will salespeople want to come back to the office?
– How to more efficiently use sales enablement technologies
– Hunters vs farmers—how do you measure responsibilities?
– Retention & developing the next generation of sales leaders
– Encouraging internal sales team development via prioritizing sales coaching
The sales enablement technologies are there, and companies are eager to use them. That said, these tech tools alone can’t solve customer problems. Technology and sales enablement tools have to improve efficiency and customer conversations.
The tools you use need to help- not hinder- the experience for both salespeople and customers. Let’s guard our sellers against technology overload and make sure our tools add value and efficiency and productivity.
The best of the best selling happens when there is trust. Let’s slow things down a bit. We don’t have to race to turn every demo into a sale.
Slow down. Dig deep. Find the real issues. Advise. Teach. Coach. Be there for your customers.
That’s the type of inside salespeople we all want to do business with.
“We need (sales) leaders out there that take a stand, get out a stopwatch, and start researching and looking deep into efficiency and productivity.”
-Bob Perkins
“We still have (sales) leaders that want to tell, leaders that want to talk, instead of guiding a sales rep to their own discovery.”
-Bob Perkins
Related Links:
Follow Bob Perkins on Twitter or LinkedIn
Are Data and Technology Actually Hindering Inside Sales Teams? (blog post)
