Inside sales is different. And selling over the phone is difficult. If you manage an inside sales or telesales team, you realize there are unique challenges to selling and managing customers over the phone. The purpose of this paper is to share with you experience gained from research in hundreds of organizations since 1996 that will help you respond to areas that are inhibiting the performance of your inside sales organization.
This paper will describe the 7 key barriers to becoming a high performing inside sales organization, and typical ways that well-meaning inside sales reps unsuccessfully encounter them. But more than a description of these barriers, this paper will give you the approach, methods, and tools that will help you successfully overcome them.
Tom Stanfill, Founding Partner and CEO
Tom Stanfill, founding partner and Chief Executive Officer, has channeled his years of selling experience into consulting, developing, and helping some of the world’s greatest sales organizations identify and bridge their gap in sales force execution. Since 1996, in over 25 countries, ASLAN has focused on accelerating change within many of the world’s largest sales organizations.
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