{"id":9409,"date":"2020-04-03T17:29:43","date_gmt":"2020-04-03T17:29:43","guid":{"rendered":"http:\/\/somametrics.com\/clone\/?p=9409"},"modified":"2021-06-15T23:42:16","modified_gmt":"2021-06-15T23:42:16","slug":"managing-an-inside-sales-team-during-covid-19","status":"publish","type":"post","link":"https:\/\/somametrics.com\/clone\/managing-an-inside-sales-team-during-covid-19\/","title":{"rendered":"Managing an Inside Sales Team During COVID-19"},"content":{"rendered":"\t\t
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You have an inside sales team who is now working in a distributed manner, due to the COVID-19 pandemic. While many companies have employees who work from home, very few have a fully distributed inside sales organization.<\/p>\n

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The question is how to manage a distributed team and ensure success during the COVID-19 pandemic.\u00a0 Across the country all non-essential businesses are empty as their employees have been forced to work from home. This creates several challenges for a call team.<\/p>\n

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One of these new challenges is reaching prospects\u2014now it is more difficult to reach people by phone, especially if they don\u2019t have VOIP systems that can be set up anywhere. Additionally, distributed inside sales teams are not used to working from home, so it can be challenging to track team productivity. Managers will need to find a way to measure their success and productivity. It\u2019s also challenging keeping teams engaged. Most inside sales team members sit within the same area in an office. They share ideas and hear their team members on the phone. Working from home, making dials day after day, especially when very few prospects answer, can be a very isolating experience. Putting the Covid-19 pandemic aside, sales teams are struggling to achieve revenue goals\u2014they are finding it increasingly difficult to reach people on the phone. In 2018 over 8 billion robo-calls were sent to consumers and businesses. This, coupled with email over-exposure, has made selling more difficult than ever.\u00a0<\/p>\n

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The Fundamentals<\/strong><\/h2>\n

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Successful inside teams utilize sales fundamentals to ensure that they achieve their revenue targets. I will outline, briefly, these fundamentals. More information can be found in my book \u201cTeleprospecting for Executives who Sell Complex Solutions.\u201d<\/p>\n

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Successful teams during COVID-19:<\/strong><\/h2>\n

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Successful teams are driven to success by proven Key Performance Indicators (KPIs) and metrics. These KPIs and metrics are built utilizing funnel math to determine the number of inbound leads (HQLs or highly qualified leads) that are required to hit revenue objectives. Once the number of marketing qualified leads (MQLs) is determined to achieve 3x the revenue objective, managers have the data required to build out other weekly and monthly metrics to achieve the following objectives:<\/p>\n

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