Managing Inside Sales as a Science - Your Foundation for Continuous Improvement

Inside Sales & Telesales Managers/Directors are facing the following challenges: 

• Increasing Demand for Qualified Leads – Needed by the outside sales organization
• Longer Sales Cycles - Decreasing lead qualification output and the predictability of telesales revenues
• Increasing Lead Qualification Complexity - Due to more competition, more product complexity and multiple decision makers’ involvement
• Limited Salesforce insight into your team’s performance – Salesforce offers no built-in support to help you manage, report and improve the lead qualification and telesales function
• Increasing Ramp-up for New Reps - Getting new team members up to full productivity is a time consuming, lengthy process

How Incite2 Helps Inside Sales and Telesales Directors:

ShadeTree Incite2 – Engage Phase - Improves Quality

• Process-driven approach
  
  • Enables Managers to implement a “Guided Selling” approach based on proven methodologies
  • Decreases ramp-up time for new reps
  • Increases rep job performance and satisfaction - using a logical, proven process that generates more success

• Call prompts (role based)
  • Allow you to codify best practices into deliverable questions, statements and email follow-ups that are successful at getting attention, gaining interest, creating desire and inciting action from the prospect.
  • Increases voicemail and email response percentages

• Improves lead acceptance
  • Rich information is passed from inside to outside rep containing vs. a random set of notes in Salesforce or a minimally populated opportunity record

 ShadeTree Incite2 – Prepare Phase - Lowers Cost

• Accelerates research - Equips reps to review pertinent information in one place
• Eliminates non-qualified leads quicker - more comprehensive research information allows reps to focus on more productive leads