Building an inside sales team in a Mature industry By Ronan Whelan Head of Sales
Apr 01, 2015
Building an inside sales teamin a Mature industry
By Ronan Whelan
Head of Sales
New World Companies & Mature Companies
Mature Companies
International companies selling across large multiple territories
National companies selling in a local territory
New World
The Money Ball Moment
Inside Sales is ….
Why Laya Healthcare are introducing an inside sales approach
Controlled
Customer
Engagement
Hit targets
CostReduce
Travel
What I will Take you through
• Where I come from
• Pre Planning for an inside sales team
• Market Analysis
• The 5 fundamentals of building an inside sales team
• Forecasting & budgeting approach
• My tips on building an inside sales team
Where I Come From
• Strategic Selling background
• The target market is very clear
• You know the competitor account managers
• Intuitive & high emotional intelligence Selling
• Entertainment & networking resources are high. You know
the customers like friends
What I have had to Change Personal Investment in becoming more analytical
The answers are in the
Pre Planning an Inside Sales Team
• Getting your company to understand what your talking about
• Knowing your weaknesses
• You cant do it without CRM
• Understanding the Cultural Challenge
This is a change
This is not TELE SALES by another name
Understanding
Market Analysis
Invest In the Right customer databases
Understanding the Opportunity
Segmentation approach Sectors / Locations /
Size
Agreeing the Buying Cycle for Selected
Segments
How the competitors do it
5 Fundamentals of achieving revenue goals
Pipeline
.. .
PeoplePlanning
Process
Performance
People
“Great Sales People are like Stallions”
We need to move them to Ironman
Man & Machine in perfect Harmony
• Hiring the right people• Having on board programme• On going coaching and training• Relationship Management
Planning & Process
Planning Questions:
Who can we turn into Customers
What will we do to find them
How do we transfer the opportunity
Process:
CSO insight reports that the vast majority of companies are still
when it comes to formalising, reviewing and measuring their sales process
Implement a formal process that matches to your customers buying cycle
Pipeline .
. .
Answers all sales leaders should know
• Driving pipeline growth before you see revenue growth
• 3x times pipeline coverage?
• What’s your win rate?
• Inside sales person capacity?
• What is the benchmarking levels for similar industries ?
Performance
Analysing Performance against your Plan
Tasks AssumptionActual
PerformanceQuote Per Rep 100,000 50,000
Average Deal Size 10,000 10,000Deals Won Per Rep 10 5
Opportunities Per Rep 25 30Win Rate 40% 18%
Quote Per Rep
Average Deal Size
Deals Won Per Rep
Opportunities Per Rep
Win Rate
50.00%
100.00%
50.00%
120.00%
45.00%
Results
Creating the Analysis Function is Key
Are your marketing team are creating opportunities…
• Can you ISR team handle this level of calls?
• Is there quality of call challenge?
Capacity & Budgeting
Do you have enough ISR’s?
Is marketing challenged to create leads ?
Have they a target?
Do you have enough outbound prospects ?
How much time to do they spend prospecting ?
How much of a budget do you need?
Summary
Don’t become Redundant
Technology is drivingIts all about the
Persevere with CRM
Build Ironmen not Stallions
Make it FUN…
Show them the Money