Sales Training Article: 10 Avoidable GTM Mistakes for Inside Sales

Sales Training Article: 10 Avoidable Go-to-Market Strategy Mistakes for Inside Sales

By Scott Gruher, Sales Benchmark Index (SBI)

Inside Sales is the fastest growing Go to Market Strategy channel. In fact, it is growing almost 15 times faster than outside sales. Why? Buyers have less time for sales reps and organizations want to deploy more efficient sales channels. That being said, buyers still require a certain level of a personal touch. Inside sales offers efficiency with little risk.
 
Many organizations are realizing this fact and implementing Inside Sales. The urgency and excitement to utilize a lower cost sales channel can lead to costly mistakes.
 
10 Inside Sales Mistakes and Solutions:
 
Mistake #1: Pulling the plug too early – you won’t see results overnight
 
Solution: set a realistic timeline for results. Set milestones to track earlier success
 
Mistake #2: Lack of role Prescription/Cadence – “any activity is good activity”
 
Solution: a clear sales performance management framework is essential to ISR success. Broadcast leading indicators to gain momentum
 
Mistake #3: Weak Comp Plan - low risk / high base pay
 
Solution: ISR Comp plans should be highly leveraged. Pay for performance, not for showing up to a cube five days a week
 
Mistake #4: Moving outside reps to inside – bad outside reps don’t make good ISRs
 
Solution: determine if they are a role fit as determined by their competency profile, motivation, and past results
 
Mistake #5: Poor Onboarding Plan – viewing ISRs as a less skillful position
 
Solution: Inside Sales should have a professional onboarding program that covers the gamut of sales skills, CRM usage, product, company, industry, etc.
 
Mistake #6: Wrong Hiring Profile – you can’t fix hiring the wrong person
 
Solution: design a specific hiring profile for ISRs
 
Mistake #7: Blending roles – allow Inside Sales to focus on specific selling tasks
 
Solution: focus ISRs on a specific selling task (lead development, irtual new business sales, account management)
 
Mistake #8: No dedicated leader – being an afterthought isn’t a recipe for success
 
Solution: ISRs require ongoing coaching and training from a dedicated Sales Manager
 
Mistake #9: Decentralizing – don’t put them in local offices or home to reduce disruption and save cost
 
Solution: a centralized team that shares best practices, attends training together, and develops team camaraderie
 
Mistake #10: Lack of process – “winging it” is never sustainable
 
Solution: ISRs should utilize a formal sales process (or Lead Mngt process if acting as a Lead Development Rep) just like an outside sales professional
 
 


Don’t rush Inside Sales implementations or your attempt to improve efficiency could backfire. Avoid the 10 costly mistakes listed above and reduce the risk of wasting valuable resources, excessive turnover, and customer and prospect confusion. If you already have implemented Inside Sales as part of your Go to Market Strategy, review your current processes and mid-course correct where necessary.