Inside Sales Teams are skyrocketing in organisations, both in terms of quantity and success, so there’s no surprise that if you’re considering increasing your Inside Sales team for your own organisation.
From flexibility to working digitally, the perks that come with this role are attracting more and more sales individual… 54% increase from 2010 in fact.
Now is your time to be recruiting the BEST Inside Sales Reps, but how do you get the top calibre… well we’ll tell you, or even better – we can do it for you!
Firstly... they've got to have the right attitude
Hiring the right sales Inside Sales Reps means hiring people with the right attitude.
You want people who find perseverance in the face of rejection and believe that failure is not an option.
95% of all converted leads are reached by the 6th call. So the best Inside Sales Reps will be individuals who have the right attitude and drive to reach out to prospects multiple times, no matter how many setbacks they have faced.
𝗧𝗼𝗽 𝘁𝗶𝗽: Don’t disregard hiring younger individuals. These younger reps often have a hunger to achieve and will do anything it takes to prove themselves.
Next... they're a team player
Inside Sales Reps will often find themselves working as part of a team alongside their colleagues.
Similar to a sporting team – whereby everyone is routing for the whole team to win, whilst hoping to be the one to score for them – Inside Sales Teams work as a collective and push individuals to work at their highest capacity.
Not only this, but Inside Sales Teams work cross-team collaboratively; working closely with other divisions within an organisation to gain a deeper understanding of the product they’re selling and to ensure everyone is working towards the same common goal.
𝗧𝗼𝗽 𝘁𝗶𝗽: The best Inside Sales Reps are often individuals who have previously played sports.
As they’re individuals who have a competitive fire within them, but also great teamwork skills and the ability to think on their toes.
Then... determine what really motivates them
Inside Sales is all about hitting quotas and what comes with that… commission!
The best Inside Sales Reps are motivated by money- hey we don’t blame them!
It’s what can keep them going when they need that extra bit of motivation to drive them through. So hiring people who have set goals, such as buying the car they’ve always dreamed of, can actually work in your favour.
Because they won’t stop until they’ve got what they’re always been longing for.
𝗧𝗼𝗽 𝘁𝗶𝗽: During the interview, ask the candidate if they have any tangible goals and how they like to measure success.
Importantly... gauge their pitching skills
When hiring the best Inside Sales Reps, it’s essential that you discover how they approach pitching.
The best Inside Sales Reps are those who can handle a number of long-term relationships with clients, nurturing them throughout the whole of the sales cycle.
Pitching is where reps will create their first impression and set the tone for the rest of the relationship.
During the interview, ask the candidate to pitch you your product. This will demonstrate how the individual sells, as well as how they handle pressure.
𝗧𝗼𝗽 𝘁𝗶𝗽: Look out for those who are interested in you and your organisation.
Notice who asks questions before they start pitching to build rapport, rather than those who try to start selling to you straight away.
Finally... look for someone who is naturally inquisitive
Questions open up the opportunity to discover a client’s pain points and pinpoint exactly what they’re looking for.
So the best Inside Sales Reps are those who have mastered the ability to ask the right questions.
𝗧𝗼𝗽 𝘁𝗶𝗽: Pay attention to candidates who are asking questions throughout the interview and who demonstrate a real interest in what you have to say.
Whilst we’ve provided you with some of our go-to methods on how to locate the best Inside Sales Reps, we understand it’s easier said than done.
That being said, our Sales Recruitment Specialists have the experience and knowledge required to notice a stand out candidate within a pool full of talent.