Sunday, April 18, 2010

Inside Sales Barometer of Success

A good barometer of success for an inside sales leader is the level of sharing of best practices across your team. I have to admit, my current team could be doing a much better job at this. It is my job as their leader to make certain they are constantly sharing what works and what doesn't work. It's imperative that they not only share with prospects/clients, but also with each other.

When I think of best practices I think of two things: First is the act of doing a best practice and second is the act of sharing a best practice. Good inside sales people share best practices with their prospects/clients all the time. They ask prospects/clients how they are getting value from their solution, so that they can share the successful ideas of others with others. Make certain one of the "others"..... is the team they are working on.

Sharing ideas with co-workers and seeing them benefit from your ideas gives people a sense of purpose. Sense of purpose is one of the main intrinsic motivators I wrote about in an earlier post. It's time that I start heavily promoting the art of sharing.

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